FEDERAL Govt Contracting - Unsolicited Proposals

Unsolicited Proposals - Why, What & How

US Federal Government Contracting Webinar Series - 2016 Presented By: Ali Paskun, CF APMP JUNE 15, 2016

2016 US Federal Government Contracting Webinar Series CALENDAR OF EVENTS: (All Webinars are at 12pm EST & Recorded) JUNE 1 - Maximizing The Value of Your GovCon Business https://attendee.gotowebinar.com/register/74156936435694851

JUNE 2 - Capture Planning - To Bid Or Not To Bid https://attendee.gotowebinar.com/register/7051206926535220483

JUNE 3 - Teaming Agreements - The Good, The Bad & The Enforceable https://attendee.gotowebinar.com/register/7352313683359938307

JUNE 6 - Teaming With Tribally Owned 8(a) Businesses https://attendee.gotowebinar.com/register/4324839202604449539

JUNE 7 - Color Reviews For Successful Proposals https://attendee.gotowebinar.com/register/3973323136181419267

JUNE 8 - Preparing The FSO for a DSS Audit https://attendee.gotowebinar.com/register/423786240906737667

JUNE 9 - Life After 8(a) - Best Practices & Case Study https://attendee.gotowebinar.com/register/6473232146721067779

JUNE 10 - The Politics Of Procurement https://attendee.gotowebinar.com/register/3924758807094447107

JUNE 13 - Contract Administration - Best Practices https://attendee.gotowebinar.com/register/2132047978959217667

JUNE 14 - So You Have A Facility Clearance, Now What? https://attendee.gotowebinar.com/register/9028972158695833091

JUNE 15 - Unsolicited Proposals - Why, What & How. https://attendee.gotowebinar.com/register/4729436391901262849

JUNE 17 - SBIR's - The Good, The Bad & The "How" https://attendee.gotowebinar.com/register/6337198369128857857

2016 US Federal Government Contracting Webinar Series

AGENDA

2016 US Federal Government Contracting Webinar Series AGENDA:

• Introduction – HOST •Introduction - GUEST • Presentation •Conclusions •Q&A

2016 US Federal Government Contracting Webinar Series

INTRODUCTION Host

2016 US Federal Government Contracting Webinar Series

Jennifer Schaus About The Host * Approx 20 Yrs in Gov Contracting * Career: D&B (Govt Division) Federal Sales & GSA Scheds * Frequent Speaker: Chambers, NCMA, AFCEA, etc * Member: WIPG * Education: Towson University – B.A. UC Berkeley - Leadership Accelerator Cornell University - Exec Leadership

2016 US Federal Government Contracting Webinar Series

Jennifer Schaus Jennifer Schaus & Associates * DC Based Consulting Firm * Over 10 Yrs in Business * Support Services for Gov Cons Proposal Writing / Contract Vehicles (GSA) Sales & Biz Dev Certifications – SBA 8(a); SDVO; etc.

Events

2016 US Federal Government Contracting Webinar Series

INTRODUCTION Guest

2016 US Federal Government Contracting Webinar Series

Ali Paskun, CF.APMP ABOUT OUR SPEAKER * More than 30 years’ GovCon experience * Career: Proposal Manager, Director, and Consultant * Member: APMP (APMP Fellow; Foundation level certification); Women in Technology * Presenter: APMP Bid and Proposal Con, APMP NCA Chapter Boot Camp, Mid-Atlantic Consultants Network, National Grant Professionals Association Conference * Education: BS, University of Maryland University College, Communications

2016 US Federal Government Contracting Webinar Series

Ali Paskun ABIL Solutions, LLC * MD-based consulting company focused on helping small businesses grow * Consulting and training on bidding on government contracts Proposal Management, Writing, Editing, Color Team Reviews Strategy Development Opportunity and Competitive Assessments Design/Implement Processes Training

YOUR LOO HERE

2016 US Federal Government Contracting Webinar Series

PRESENTATION Unsolicited Proposals - Why, What & How

2016 US Federal Government Contracting Webinar Series

WHY? • Recommend a new and innovative idea • FAR 15.603(a) Unsolicited proposals allow unique and innovative ideas or approaches that have been developed outside the Government to be made available to Government agencies for use in accomplishment of their missions.

FAR = Federal Acquisition Regulation www.acquisition.gov

2016 US Federal Government Contracting Webinar Series

WHAT? FAR 2.101 defines an unsolicited proposal as: “a written proposal for a new or innovative idea that is submitted to an agency on the initiative of the offeror for the purpose of obtaining a contract with the Government, and that is not in response to a request for proposals, Broad Agency Announcement, Small Business Innovation Research topic, Small Business Technology Transfer Research topic, Program Research and Development Announcement, or any other Government-initiated solicitation or program.�

2016 US Federal Government Contracting Webinar Series

WHAT? To comply with FAR 15.6, a valid unsolicited proposal must be: • Innovative & unique • Independently originated & developed by the offeror • Prepared without Government supervision, endorsement, direction, or direct Government involvement

2016 US Federal Government Contracting Webinar Series

WHAT? To comply with FAR 15.6, a valid unsolicited proposal must: • Include sufficient detail to permit a determination that Government support could be worthwhile and the proposed work could benefit the agency’s research and development or other mission responsibilities • Not be an advance proposal for a known agency requirement that can be acquired by competitive methods • Not address a previously published agency requirement

2016 US Federal Government Contracting Webinar Series

HOW?

2016 US Federal Government Contracting Webinar Series

HOW? • Submit the proposal far in advance of the desired start date of the government contract • Ensure commitment to funding & be on solid ground • Have discussions with government contract, program, and technical staff to ensure there is a need for what is being proposed • These discussions can reveal technical objections or other information that may help shape the proposal to ensure it meets the agency's needs

2016 US Federal Government Contracting Webinar Series

HOW? • Agencies are required to provide the following: • Definition & content acceptable for formal evaluation.

• Requirements concerning responsible prospective contractors & organizational conflicts of interest.

• Preferred methods for submitting ideas/concepts to the Government • Agency POC • Information sources on agency objectives & areas of potential interest • Submission & evaluation procedures • Instructions for identifying & marking proprietary information

2016 US Federal Government Contracting Webinar Series

HOW? Unsolicited proposals should contain 3 types of information to be considered by the agency in an objective & timely manner: •

Basic

•

Technical

•

Supporting

2016 US Federal Government Contracting Webinar Series

HOW? BASIC Information: • • • • • •

Offeror name, address, & type of organization (profit, nonprofit, educational, small biz, 8a, etc.)

Information for technical & business personnel to be contacted for evaluation or negotiation Identification of proprietary data to be used only for evaluation purposes Names of Federal, State, or local agencies or parties receiving the proposal or funding the proposed effort Date of submission Signature of a person authorized to represent & contractually obligate the offeror

2016 US Federal Government Contracting Webinar Series

HOW? TECHNICAL Information: • •

• •

Concise title & abstract of the proposed effort A reasonably complete discussion that includes the: • objectives of the effort or activity • method of approach & extent of effort to be employed • nature & extent of the anticipated results • manner in which the work will help to support the agency’s mission Names & biographical information on the offeror’s key personnel, including alternates Type of support needed from the agency; e.g., Government property or personnel resources

2016 US Federal Government Contracting Webinar Series

HOW? SUPPORTING Information: • • • • • •

•

Proposed price or total estimated cost Period of time for which the proposal is valid Type of contract preferred Proposed period of performance Brief description of the organization, previous experience, relevant past performance & facilities to be used Other statements, if applicable, about organizational conflicts of interest, security clearances, & environmental impacts Names & telephone numbers of agency technical or other agency POC’s already contacted regarding the proposal

2016 US Federal Government Contracting Webinar Series

HOW? Remember Proposal 101: • • • • • • • • •

Hot buttons Features Customer benefits Win themes Past performance Corporate experience Graphics with action captions Risk mitigation Quality assurance

2016 US Federal Government Contracting Webinar Series

TIME TO SUBMIT…….

Government REVIEW And Government EVALUATION

2016 US Federal Government Contracting Webinar Series

HOW? Criteria for Initial Government REVIEW: •

Is valid & meets FAR requirements

•

Is related to the agency mission

•

Contains sufficient technical information & costor price-related information

•

Has overall scientific, technical, or socioeconomic merit

•

Has been approved by a responsible official or other representative authorized to obligate the offeror contractually

•

Complies w/ the marking requirements

2016 US Federal Government Contracting Webinar Series

HOW? Minimum Government EVALUATION Factors: • • • •

• •

Unique, innovative, & meritorious methods, approaches, or concepts Overall scientific, technical, or socioeconomic merits Potential contribution of the effort to the agency’s specific mission Offeror’s capabilities, related experience, facilities, techniques, or unique combinations of these that are integral factors for achieving objectives; Qualifications, capabilities & experience of key personnel Realism of the proposed cost.

2016 US Federal Government Contracting Webinar Series

HOW? After evaluation, an unsolicited proposal is returned to the Offeror if its substance……

• • • •

Is available to the Government w/o restriction from another source Closely resembles a pending competitive acquisition requirement Does not relate to the activity’s mission Does not demonstrate an innovative & unique method, approach, or concept, or is otherwise not deemed a meritorious proposal

2016 US Federal Government Contracting Webinar Series

HOW? The agency Contracting Officer contacts the Offeror to being contract negotiations on a sole source basis when the: • Unsolicited proposal receives a favorable comprehensive evaluation • Justification & approval has been obtained • Agency technical office sponsoring the contract furnishes the necessary funds

2016 US Federal Government Contracting Webinar Series

CONCLUSIONS

2016 US Federal Government Contracting Webinar Series

CONCLUSIONS •

Review FAR requirements to ensure it meets criteria;

•

Review the proposed solution; then review it again & again;

•

Represent a substantial investment of time & effort by the offeror;

•

If awarded, be prepared to potentially make a substantial investment of time & effort;

•

It may not be responding to a structured RFP, but it is still a proposal

2016 US Federal Government Contracting Webinar Series

Q&A

CONTACT DETAILS

Ms. Jennifer L. Schaus Washington DC +1-202–365–0598 jschaus@jenniferschaus.com www.JenniferSchaus.com -----------------------------Ali Paskun Bel Air, MD 410–456-5623 ali@abilsolutions.com http://www.abilsolutions.com

2016 US Federal Government Contracting Webinar Series CALENDAR OF EVENTS: (All Webinars are at 12pm EST & Recorded) JUNE 1 - Maximizing The Value of Your GovCon Business https://attendee.gotowebinar.com/register/74156936435694851

JUNE 2 - Capture Planning - To Bid Or Not To Bid https://attendee.gotowebinar.com/register/7051206926535220483

JUNE 3 - Teaming Agreements - The Good, The Bad & The Enforceable https://attendee.gotowebinar.com/register/7352313683359938307

JUNE 6 - Teaming With Tribally Owned 8(a) Businesses https://attendee.gotowebinar.com/register/4324839202604449539

JUNE 7 - Color Reviews For Successful Proposals https://attendee.gotowebinar.com/register/3973323136181419267

JUNE 8 - Preparing The FSO for a DSS Audit https://attendee.gotowebinar.com/register/423786240906737667

JUNE 9 - Life After 8(a) - Best Practices & Case Study https://attendee.gotowebinar.com/register/6473232146721067779

JUNE 10 - The Politics Of Procurement https://attendee.gotowebinar.com/register/3924758807094447107

JUNE 13 - Contract Administration - Best Practices https://attendee.gotowebinar.com/register/2132047978959217667

JUNE 14 - So You Have A Facility Clearance, Now What? https://attendee.gotowebinar.com/register/9028972158695833091

JUNE 15 - Unsolicited Proposals - Why, What & How. https://attendee.gotowebinar.com/register/4729436391901262849

JUNE 17 - SBIR's - The Good, The Bad & The "How" https://attendee.gotowebinar.com/register/6337198369128857857