How to market and sell services to the federal government
Guide to Winning Federal Government Contracts for A/E/C & Environmental Consulting Firms, by Dave Alexander, Principal, Lincoln Strategies, LLC
January 2002. The federal government is one of the largest purchasers of professional services in the world. Federal agencies can be attractive and reliable clients, particularly in a down economy. But competition for most contracts is vigorous, and procurement rules can seem overwhelming. A new book by Dave Alexander of Lincoln Strategies can help executives make sense of the federal market, differentiate their firms from the competition, and win federal government contracts.
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Guide to Winning Federal Government Contracts for A/E/C & Environmental Consulting Firms, by Dave Alexander
Contents
Chapter 1: Introduction
Major federal government clients Key advantages and
disadvantages of federal contracts Key terminology What youll learn
Chapter 2: How the federal government procures services
Introduction Sealed bidding for procurements over $100,000
Negotiated acquisitions for procurements over $100,000 Simplified acquisitions
Micro-purchases Acquisitions of Architect-Engineering (A-E) services
Two-phase design-build procurement process Acquisition of commercial services
Set-asides and other techniques to encourage participation by special
categories of business concerns A note on multiple awards Unsolicited
proposals
Chapter 3: Types of contracts awarded by the federal government
Introduction Major categories of contracts Task order
contracts GSA Schedules
Chapter 4: How to identify federal business opportunities
Introduction Intelligence-gathering objectives Information
and advisory resources
Chapter 5: How to Make Bid/No-Bid Decisions
Introduction Phase 1: Search for Opportunities With a
Strategic Focus Phase 2: Screen opportunity Phase 3: Analyze opportunities
and make bid/no-bid decision (or send to next phase) Phase 4: Further analyze
opportunity and make bid/no-bid decision Lowering costs and frustrations in
the bid/no-bid process Develop "Win Themes"
Chapter 6: How to achieve your best possible past performance score
Introduction Performance evaluation reports Steps to
effectively participate in performance evaluation process Past performance
information obtained from proposals and references Keys to presenting past
performance in a proposal or SF 254/255 submission Other past performance
information evaluation panels can consider Past performance information on
subcontractors
Chapter 7: How to describe corporate experience
Chapter 8: How to write an effective management plan
Chapter 9: How to prepare a personnel section
Introduction Stage 1: Identify staffing requirements at a
detailed level Stage 2: Develop and implement a staffing plan Stage 3:
Prepare the personnel chapter (Including resumes)
Chapter 10: Advice for the "Understanding of the Problem" and "Technical Approach" sections
Chapter 11: How to prepare representations and certifications
What are reps and certs? Pointers on preparing reps and certs
Chapter 12: Framework for developing a price/cost strategy
Introduction Price/cost targeting Understanding how the
procuring agency evaluates price/cost proposals Assessing and managing risk
Chapter 13: How to maximize your oral presentation score
Chapter 14: Why and how to get a debriefing Win or lose
Introduction When you can request a debriefing Information
that the government will (and will not) provide in a debriefing Hints for a
productive session
Appendix A: Uniform format for typical IFBs and RFPs
Appendix B: Classification codes
Appendix C: Numbered notes in notices published in FedBizOpps
Appendix D: Checklist of management systems and procedures