Developing a Winning Proposal


Published on

1 Like
  • Be the first to comment

No Downloads
Total views
On SlideShare
From Embeds
Number of Embeds
Embeds 0
No embeds

No notes for slide

Developing a Winning Proposal

  1. 1. Closing the Gap: Preparing Women Business Owners to Subcontract with the Federal Government Presented by Seton Hill University’s National Education Center for Women in Business This project is funded by a grant from the U.S. Small Business Administration (SBA). SBA's funding should not be construed as an endorsement of any products, opinions, or services. All SBA-funded projects are extended to the public on a nondiscriminatory basis.
  2. 2. Part II: “ Developing a Winning Proposal” May 25, 2005 2:00 – 3:00 p.m. ET
  3. 3. Today’s Webinar Facilitator Debra J. Borkovich, CPCM, SAS [email_address] (412) 418-3758
  4. 4. Virtual “Housekeeping” Issues <ul><li>Please hold your questions until one of the designated Q&A sessions (two opportunities will be available within today’s program). </li></ul><ul><li>If you did not receive today’s documents via email, please send an email request to AFTER this webinar. </li></ul><ul><li>An archived transcript of this webinar will be available online before the next program. Details will be posted on when the transcript is available. </li></ul><ul><li>If you experience technical problems during this webinar, please contact Netspoke at [email_address] or call toll-free 1-877-295-0100. Note that if you leave the webinar to call Netspoke, you can then reconnect to the webinar by using the information in your registration email. </li></ul>
  5. 5. Overview of Federal Government Contracting <ul><li>USA – LARGEST Procurer of Supplies and Services Worldwide </li></ul><ul><li>USA – GFY 2006 Budget of $2.57 Trillion </li></ul><ul><li>USA – Spends $200+ Billion of Annual Budget on Supplies and Services </li></ul><ul><li>USA – Targets Minimum 23% of Annual Spending to ALL SBs (2006 = $46B) via 15 USC 644(g) </li></ul><ul><li>USA – Targets Minimum 5% of Annual Spend to WOSBs (2006 = $10B) via PL 103-355 & EO 12138 </li></ul><ul><li>If Women-Owned Small Businesses (WOSB) want to be “in the game”, they must know how to “play the game” – to successfully “COMPETE and WIN”! </li></ul>
  6. 6. The Federal Procurement “GAME” <ul><li>The GAME </li></ul><ul><li>The PROCESS </li></ul><ul><li>The RULES </li></ul><ul><li>The PLAYERS </li></ul><ul><li>The STRATEGY </li></ul><ul><li>Procurement of All Supplies and Services for the USA </li></ul><ul><li>Federal Acquisition SYSTEM </li></ul><ul><ul><li>3 Branches of Government </li></ul></ul><ul><ul><li>Checks / Balances </li></ul></ul><ul><ul><li>Taxpayer Funds </li></ul></ul><ul><ul><li>Annual Appropriations </li></ul></ul><ul><li>Federal Acquisition Regulations (FAR) and its Supplements </li></ul><ul><ul><li> </li></ul></ul><ul><li>Buyers: Contracting Officers v. Sellers: Prime Contractors, Subcontractors, Vendors </li></ul><ul><li>Developing a Competitive Winning Proposal Document </li></ul>
  7. 7. Proposal Development How to Compete and Win! <ul><li>Purpose: To Assist with… </li></ul><ul><ul><li>Understanding the Proposal Development Process </li></ul></ul><ul><ul><li>Creating a Winning & Successful Proposal Document </li></ul></ul><ul><li>Intent: To Provide Tools to… </li></ul><ul><ul><li>Select Proposal Leadership & Identify Team Members </li></ul></ul><ul><ul><li>Break-Down the Customer’s Requirements </li></ul></ul><ul><ul><li>Plan, Organize, & Manage the Proposal Response </li></ul></ul><ul><ul><li>Know Your Competitors’ Strategies & Neutralize Them </li></ul></ul><ul><ul><li>Write the Proposal (Text v. Graphics) </li></ul></ul><ul><ul><li>Review & Revise the Proposal ( Pink / Red / Gold Teams) </li></ul></ul><ul><ul><li>Package & Submit the Proposal </li></ul></ul><ul><ul><li>Respond After Proposal Submission </li></ul></ul><ul><ul><li>Participate in De-Briefs After Award Announcement </li></ul></ul>
  8. 8. Types of Solicitations <ul><li>Informal </li></ul><ul><li>Micropurchases </li></ul><ul><ul><li>< $2500 Supplies/Services </li></ul></ul><ul><ul><li>< $2000 Construction </li></ul></ul><ul><ul><li>Oral – Small Purchases </li></ul></ul><ul><ul><li>P-Card, PO, Releases, Vouchers, Checks, Cash </li></ul></ul><ul><li>Request for Quotation (RFQ) </li></ul><ul><ul><li>Simplified Acquisition Procedures </li></ul></ul><ul><ul><li>FAR Part 13 </li></ul></ul><ul><li>Formal </li></ul><ul><li>Invitation for Bid (IFB) </li></ul><ul><ul><li>Sealed Bidding </li></ul></ul><ul><ul><li>FAR Part 14 </li></ul></ul><ul><li>Request for Proposal (RFP) </li></ul><ul><ul><li>Negotiated Procurement </li></ul></ul><ul><ul><li>FAR Part 15 </li></ul></ul><ul><li>Others ……. Special Contracting Methods </li></ul><ul><ul><li>FAR Parts 17, 19, 25, 34, </li></ul></ul><ul><ul><li>35, 36, 37, 38, 39, & 41 </li></ul></ul>
  9. 9. Proposal Case Study - Assumptions <ul><li>Customer </li></ul><ul><li>Solicitation Type </li></ul><ul><li>Procurement </li></ul><ul><li>Offeror (or Bidder) </li></ul><ul><li>Proposal Due Date </li></ul><ul><li>Now how do I get started …? </li></ul><ul><li>U.S. Federal Government Department or Agency </li></ul><ul><li>Request for Proposal (RFP) </li></ul><ul><li>(FAR Part 15) </li></ul><ul><li>Complex Services or Manufactured Products Based Upon Specs/Dwgs, or Performance Description > $1M </li></ul><ul><li>Woman-Owned Small Business Concern (WOSB) </li></ul><ul><ul><li>Prime Contractor </li></ul></ul><ul><ul><li>Dedicated Team Member </li></ul></ul><ul><li>30 Calendar Days from Receipt of RFP </li></ul>
  10. 10. Selecting the Team Leader <ul><li>Proposal Manager (PM) - Identify a Strong Leader With Abilities to: </li></ul><ul><ul><li>Manage the Proposal Like a Project </li></ul></ul><ul><ul><li>Analyze the Customer’s Requirements </li></ul></ul><ul><ul><li>Develop a Budget & Schedule </li></ul></ul><ul><ul><li>Know the Customer & the Competition </li></ul></ul><ul><ul><li>Develop the Executive Summary </li></ul></ul><ul><ul><li>Set-up and Lead the Kick-off Meeting </li></ul></ul><ul><ul><li>Responsible for Entire Process, Document Content, Costs/Prices </li></ul></ul><ul><ul><li>Lead, Motivate, Encourage, Inspire, & Focus Team </li></ul></ul><ul><ul><li>Remember that the Proposal Manager may be YOU … </li></ul></ul>
  11. 11. Identifying the Team Members <ul><li>Identify the Best Available Candidates for the Proposal Team </li></ul><ul><li>Make Writing Assignments with Members Strengths in Mind </li></ul><ul><li>- THIS IS NO TIME TO EXPERIMENT OR TRAIN - </li></ul><ul><ul><li>Technical (or Engineering) Specialist </li></ul></ul><ul><ul><li>Management/Operations Specialist </li></ul></ul><ul><ul><li>Estimator or Cost(s) Analyst </li></ul></ul><ul><ul><li>Contracts Specialist </li></ul></ul><ul><ul><li>Logistics/Procurement/Small Business Specialist </li></ul></ul><ul><ul><li>Quality/Environmental Health & Safety (EH&S) Specialist </li></ul></ul><ul><ul><li>Past Performance/Projects & Resumes Specialist </li></ul></ul><ul><ul><li>Expert Word Processor </li></ul></ul><ul><ul><li>Graphics Designer/Artist </li></ul></ul><ul><ul><li>Editor & Proof-Reader </li></ul></ul><ul><ul><li>Proposal Coordinator </li></ul></ul>
  12. 12. Identifying the Team Members <ul><li>Don’t Overlook the Need for: </li></ul><ul><ul><li>Consultants – Subject Matter Experts (SME) </li></ul></ul><ul><ul><ul><li>Fill Gaps in Team Manpower & Experience </li></ul></ul></ul><ul><ul><ul><li>Add Expert Support in Niche Areas </li></ul></ul></ul><ul><ul><ul><li>Provide Inside Knowledge of Customer & Competitors </li></ul></ul></ul><ul><ul><li>Teaming Partners – Large & Small Business Providers of Supplies and Services </li></ul></ul><ul><ul><ul><li>Exclusive v. Non-Exclusive </li></ul></ul></ul><ul><ul><ul><li>Formal v. Informal </li></ul></ul></ul><ul><ul><li>Dedicated Subcontractor/Supplier Competitive Pools </li></ul></ul><ul><ul><li>Reproduction Function - Internal or External </li></ul></ul><ul><ul><li>Overnight Courier or Other Transportation Carrier </li></ul></ul>
  13. 13. Breaking Down the Proposal Requirements <ul><li>How to Analyze the RFP … </li></ul><ul><ul><li>Read the Entire Document as a Whole </li></ul></ul><ul><ul><li>Dissect the Statement of Work (SOW), Specifications, Drawings, Technical Descriptions </li></ul></ul><ul><ul><li>Develop Work Breakdown Structure (WBS) </li></ul></ul><ul><ul><li>Review the RFP Instructions & Evaluation Criteria </li></ul></ul><ul><ul><ul><li>Responsiveness v. Responsibility </li></ul></ul></ul><ul><ul><li>Relate the Source Selection Process with the Proposal Development (Point to Point) – Don’t Miss ANYTHING! </li></ul></ul><ul><ul><ul><li>Develop a Compliance Checklist </li></ul></ul></ul><ul><ul><ul><li>Correlate Each Requirement to an Evaluation Criteria </li></ul></ul></ul><ul><ul><li>Develop a “Proposal Outline” Handout for the Kick-off Meeting </li></ul></ul>
  14. 15. 3.1 Key Technical Personnel L-4 M-3 J-1 C-5 2.1 Materials Control L-3 M-1 J-13 C-4 1.2 Design Plan L-2 M-2 J-6 C-3 1.1 Technical Approach L-1 M-2 J-2 C-2 Section Title L 4 M 5 J (Specs) 3 C 2 Request for Proposal (RFP) – Proposal Responses to Criteria
  15. 17. Proposal Process The KICKOFF Meeting <ul><li>Proposal Manager’s Duties … </li></ul><ul><ul><li>Schedules & Leads the Kickoff Meeting </li></ul></ul><ul><ul><li>Notifies ALL Parties (including Consultants, Team Members) </li></ul></ul><ul><ul><li>Distributes Copies of the RFP & Proposal Outline </li></ul></ul><ul><ul><li>Introduces all Parties & Provides Contact Info for Each Member </li></ul></ul><ul><ul><li>Announces Key Responsibilities for Each Team Member and Writing Assignments </li></ul></ul><ul><ul><li>Walks the Team through the Proposal Outline </li></ul></ul><ul><ul><ul><li>Proposal Schedule, Budget, Manhours </li></ul></ul></ul><ul><ul><ul><li>Discuss Proposal Outline & How Each Writing Assignment Will Rely Upon & Influence Every Other Author </li></ul></ul></ul><ul><ul><ul><li>Discuss Need for Consistency in Proposal Document </li></ul></ul></ul>
  17. 19. The KICKOFF Meeting <ul><li>Develop Winning Strategies & Themes that … </li></ul><ul><ul><li>Inspire Confidence and Success – Create Storyboards </li></ul></ul><ul><ul><li>Provide Value-Added Solutions Without Adding Extra Cost </li></ul></ul><ul><ul><li>Emphasize Successful Experience & Past Performance </li></ul></ul><ul><ul><li>Be Consistently Integrated Throughout Entire Proposal </li></ul></ul><ul><ul><li>Appear Prominently in the Executive Summary </li></ul></ul><ul><li>Discuss the Competition’s Strategy </li></ul><ul><ul><li>Knowledge of the Incumbent or Newcomer’s Strengths & Weaknesses </li></ul></ul><ul><ul><li>Identify the Competitor’s Teaming Relationships </li></ul></ul><ul><ul><li>Address & Mitigate the Competitor’s Advantages or Highlight Weaknesses </li></ul></ul><ul><li>Discuss the Customer’s Proposal Rules (FAR, DFARS) </li></ul><ul><ul><li>Terms and Conditions – When to Take Exceptions </li></ul></ul><ul><ul><li>Definition of Responsive v. Responsible (Both are Important) </li></ul></ul><ul><ul><li>Meet ALL the Prop Requirements - Address ALL the Evaluation Criteria </li></ul></ul>
  18. 20. The KICKOFF Meeting – Wrap Up <ul><li>Proposal Manager Provides Team with Final Directives </li></ul><ul><li>Discusses How Amendments Will Be Handled </li></ul><ul><li>Schedules Brief Routine Status Meetings </li></ul><ul><ul><li>Daily - or - Every Other Day Recommended </li></ul></ul><ul><ul><li>Leave Nothing to Chance </li></ul></ul><ul><li>Reminds Team of 1 st Draft Due Date </li></ul><ul><li>Charges All Team Members to Read Proposal </li></ul><ul><ul><li>Jot Down Discrepancies, Anomalies, Unclear Statements </li></ul></ul><ul><ul><li>Submit All Written Questions to PM Within 2 Days </li></ul></ul><ul><ul><li>PM Compiles Questions & Submits to Customer in Writing </li></ul></ul><ul><ul><li>Customer’s Responses to Questions Generate Amendments </li></ul></ul>
  19. 21. Questions? <ul><li>To ask a question: </li></ul><ul><li>Press *7 on your phone keypad to unmute your line. </li></ul><ul><li>State your first name, city, and state, and ask your question. </li></ul><ul><li>After your question has been answered, press *6 to mute your line again. </li></ul><ul><li>And …….. Email your questions directly to: </li></ul><ul><ul><li>[email_address] </li></ul></ul><ul><ul><li>[email_address] </li></ul></ul>
  20. 22. Developing the Proposal Text & Graphics <ul><li>Large RFPs: Use the 50% - 50% Rule to Tell the Story </li></ul><ul><ul><li>Figures; Flowcharts; Org Charts; Tables </li></ul></ul><ul><ul><li>Cover Art; Cartoons; Drawings; Photos </li></ul></ul><ul><ul><li>Text; Quotations; Action Captions </li></ul></ul><ul><li>Others May be More Text Oriented: </li></ul><ul><ul><li>White Papers, RFQs, RFIs, Non-Complex RFPs & IFBs </li></ul></ul><ul><li>Maintain Focus on the Page Count </li></ul><ul><li>Compare Value/Worth v. Fair Cost/Price </li></ul><ul><li>Request Written Clarifications from Customer </li></ul><ul><li>Follow the Compliance Checklist & Outline </li></ul><ul><li>Provide exactly what the Customer specifies ONLY. </li></ul>
  21. 23. Developing the Proposal Text & Graphics <ul><li>Incorporate Amendments </li></ul><ul><li>Consistently Apply Themes, Strategies, Success Stories </li></ul><ul><li>Include Positive Proof Statements </li></ul><ul><li>Always Maintain Focus on the Cost Volume </li></ul><ul><li>Develop Executive Summary </li></ul><ul><li>Protect Your Business Confidential & Proprietary Info </li></ul><ul><ul><li>Insert a “Notice” to the Title Page of Each Volume </li></ul></ul><ul><ul><li>Insert a “Reminder” to Each Page of the Proposal Incorporate </li></ul></ul>
  22. 25. The Proposal Review Process <ul><ul><li>Review Team –Select the Team Members </li></ul></ul><ul><ul><ul><li>Objective Subject Matter Experts </li></ul></ul></ul><ul><ul><ul><li>Not Members of the Proposal Team </li></ul></ul></ul><ul><ul><ul><li>Consultants are Valuable in this Task </li></ul></ul></ul><ul><ul><li>Review Process </li></ul></ul><ul><ul><ul><li>First Review ( Pink Team ) - Schedule Early in the Process </li></ul></ul></ul><ul><ul><ul><li>Second Review ( Red Team ) - Schedule Mid-Way </li></ul></ul></ul><ul><ul><ul><li>Final Review ( Gold Team ) - Final Management Sign-off </li></ul></ul></ul><ul><ul><ul><li>Provide De-Brief of Comments to ALL Writers After Every Review </li></ul></ul></ul>
  23. 26. The Proposal Review Process <ul><ul><li>Preparing the Submission to the Customer or to the Prime Contractor </li></ul></ul><ul><ul><ul><li>Proposal Coordinator </li></ul></ul></ul><ul><ul><ul><ul><li>Assists with the final edits and proofing </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Compiles Final Document & Sends to REPRO </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Arranges for Transportation of Prop to CLIENT Prior to the Due Date and Time </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Serves as the ‘Right Arm’ of the Proposal Manager </li></ul></ul></ul></ul>
  24. 27. Submission of the Proposal <ul><li>Proposal Manager is Responsible for … </li></ul><ul><ul><li>Entire Proposal Content – Technical & Cost </li></ul></ul><ul><ul><li>Dissemination of Proposal Amendments </li></ul></ul><ul><ul><li>Proposal Reviews and Comments </li></ul></ul><ul><ul><li>Proposal Revisions and Edits </li></ul></ul><ul><ul><li>Timely Submission & Arrival of Proposal </li></ul></ul><ul><ul><li>Hand-Delivery of the Proposal or Arrangement for a Courier </li></ul></ul><ul><ul><li>Collecting a Customer Receipt </li></ul></ul><ul><ul><li>Proposal Budget </li></ul></ul><ul><ul><ul><li>Includes Manhours Expended – Timesheets </li></ul></ul></ul><ul><ul><ul><li>Expense Reports </li></ul></ul></ul><ul><ul><ul><li>Other Direct Costs (ODC) Associated with Proposal </li></ul></ul></ul><ul><ul><li>The Win or the Loss </li></ul></ul>
  25. 28. Responses After Proposal Submission <ul><li>Prior to Contract Award the Customer May Request … </li></ul><ul><ul><li>Minor Clarifications to the Text or Graphics </li></ul></ul><ul><ul><li>Oral Presentations Describing … </li></ul></ul><ul><ul><ul><li>Key Points & Solutions </li></ul></ul></ul><ul><ul><ul><li>Introductions & Qualifications of Key Personnel </li></ul></ul></ul><ul><ul><li>Discussions or Negotiations </li></ul></ul><ul><ul><li>Best and Final Offer (BAFO) </li></ul></ul><ul><li>Or the Customer May Decide to Award … </li></ul><ul><ul><li>Without Discussions or Negotiations </li></ul></ul><ul><ul><li>Without Oral Presentations </li></ul></ul><ul><ul><li>Without a Request for BAFO </li></ul></ul><ul><li>So … ALWAYS MAKE SURE YOUR FIRST OFFER IS YOUR BEST OFFER. </li></ul>
  26. 29. Tasks After Proposal Submission <ul><li>Save ALL Master Proposal Documentation … </li></ul><ul><ul><li>Create & Save Files </li></ul></ul><ul><ul><li>Use as Templates for Future Submissions </li></ul></ul><ul><ul><li>Retain ALL Data as Business Intelligence (BI) Information </li></ul></ul><ul><ul><ul><li>Customer Info/Data </li></ul></ul></ul><ul><ul><ul><li>Competitors Info/Data </li></ul></ul></ul><ul><ul><ul><li>Proposal Copies </li></ul></ul></ul><ul><ul><li>File or Save Documentation in a Secure Location (Locked File Room or Password Protected or Encrypted E-Files) </li></ul></ul><ul><li>Retrieve ALL Other Copies, Drafts, Notes, Outlines, etc. and Destroy … </li></ul><ul><ul><li>Collect all File Copies (Electronic and Hard Copies) from Employees, Teaming Partners, and Consultants – or Require that they Each Certify as to their Destruction and When. </li></ul></ul>
  27. 31. - Following Award - Debriefs and Lessons-Learned … <ul><li>When the Customer Announces the Contract Winner – Always Request a Debrief – WHETHER YOU WIN OR LOSE … </li></ul><ul><ul><li>As the Winner – </li></ul></ul><ul><ul><ul><li>Learn About What You DID BETTER than Everyone Else - Strengths </li></ul></ul></ul><ul><ul><ul><li>Learn About What May Need Improvement for the Future - Weaknesses </li></ul></ul></ul><ul><ul><ul><li>Continue to Develop a Better Relationship with the Customer </li></ul></ul></ul><ul><ul><ul><li>Build Customer Trust and Show Humility </li></ul></ul></ul><ul><ul><ul><li>Begin to Cultivate Follow-On Work – It’s never too early … </li></ul></ul></ul><ul><ul><li>As the Unsuccessful Offeror – </li></ul></ul><ul><ul><ul><li>Learn about the Proposal Weaknesses v. the Proposal Strengths </li></ul></ul></ul><ul><ul><ul><li>Learn more about What the Customer Really Wants and Why You Didn’t Provide it THIS TIME ….. </li></ul></ul></ul><ul><ul><ul><li>Continue Gathering Business Intelligence (BI) </li></ul></ul></ul><ul><ul><ul><li>Request Info regarding New Opportunities – It’s never too early … </li></ul></ul></ul><ul><ul><ul><li>Consider Submitting a Freedom of Information Act (FOIA) Request regarding the Winning Proposal </li></ul></ul></ul>
  28. 32. Summary – Key Points to Consider <ul><li>Developing a Winning Proposal … </li></ul><ul><ul><li>Select a Strong and Qualified Leader as the Proposal Manager </li></ul></ul><ul><ul><li>Identify Experienced and Self-Disciplined Team Members </li></ul></ul><ul><ul><li>Use Consultants as ‘Gap-Fillers’ and Expert Reviewers </li></ul></ul><ul><ul><li>Prepare and Schedule a Thorough Kickoff Meeting </li></ul></ul><ul><ul><li>Develop Consistent Winning Strategies & Themes </li></ul></ul><ul><ul><li>Follow Daily Development of the Cost Volume </li></ul></ul><ul><ul><li>Schedule Daily (Brief) Proposal Status Meetings </li></ul></ul><ul><ul><li>Schedule More Than One (at Least 2) Proposal Reviews </li></ul></ul><ul><ul><li>Submit Proposal On-Time & Within Budget </li></ul></ul><ul><ul><li>Be Prepared for Post-Submission Customer Requests </li></ul></ul><ul><ul><li>Save all Proposal Documentation as Templates for the Next Opportunity </li></ul></ul><ul><ul><li>Safeguard all Proposal Documents, Materials, Data, and Related Information </li></ul></ul><ul><ul><li>Attend Proposal Debriefs Regardless of Win or Loss </li></ul></ul><ul><ul><li>Motivate and Inspire the Team to Compete and Win </li></ul></ul><ul><li>Remember That You Have to Play the Game to Compete and Win! </li></ul>
  29. 33. Questions? <ul><li>To ask a question: </li></ul><ul><li>Press *7 on your phone keypad to unmute your line. </li></ul><ul><li>State your first name, city, and state, and ask your question. </li></ul><ul><li>After your question has been answered, press *6 to mute your line again. </li></ul><ul><li>And …….. Email your questions directly to: </li></ul><ul><ul><li>[email_address] </li></ul></ul><ul><ul><li>[email_address] </li></ul></ul>
  30. 34. Acronym List <ul><li>ARNET – Acquisition Reform Network </li></ul><ul><li>BAA – Broad Agency Announcement </li></ul><ul><li>BD – Business Development </li></ul><ul><li>BI – Business Intelligence </li></ul><ul><li>CCR – Central Contractor Registration </li></ul><ul><li>DFARS – Defense FAR </li></ul><ul><li>DHS – Department of Homeland Security </li></ul><ul><li>DoD – Department of Defense </li></ul><ul><li>EH&S – Environmental, Health, & Safety </li></ul><ul><li>EO – Executive Order </li></ul><ul><li>FAR – Federal Acquisition Regulations </li></ul><ul><li>IFB – Invitation for Bid </li></ul><ul><li>FSS – Federal Supply Schedule </li></ul><ul><li>FOIA – Freedom of Information Act </li></ul><ul><li>GFY – Government Fiscal Year </li></ul><ul><li>GSA – General Services Administration </li></ul><ul><li>GWAC – Government-Wide Acquisition Contract </li></ul><ul><li>ID/IQ – Indefinite Quantity/Indefinite Delivery </li></ul><ul><li>MAC – Multiple Award </li></ul><ul><li>ODC – Other Direct Cost(s) </li></ul><ul><li>PL – Public Law </li></ul><ul><li>RFP – Request for Proposal </li></ul><ul><li>RFQ – Request for Quotation </li></ul><ul><li>SB – Small Business </li></ul><ul><li>SBA – Small Business Administration </li></ul><ul><li>SME – Subject Matter Expert </li></ul><ul><li>SOW – Statement of Work </li></ul><ul><li>UCF – Uniform Contract Format </li></ul><ul><li>USA – United States of America </li></ul><ul><li>USC – United States Code </li></ul><ul><li>WBE – Women Business Enterprise </li></ul><ul><li>WBS – Work Breakdown Structure </li></ul><ul><li>WOSB – Woman-Owned Small Business </li></ul><ul><li> </li></ul>
  31. 35. Business Opportunities Websites <ul><li>Free/No-Cost </li></ul><ul><ul><li> </li></ul></ul><ul><ul><li> </li></ul></ul><ul><ul><li> </li></ul></ul><ul><ul><li> </li></ul></ul><ul><ul><li> </li></ul></ul><ul><ul><li> </li></ul></ul><ul><ul><li> </li></ul></ul><ul><ul><li> </li></ul></ul><ul><li>Paid Fee Sites </li></ul><ul><ul><li> </li></ul></ul><ul><ul><li> </li></ul></ul><ul><ul><li> </li></ul></ul><ul><ul><li> </li></ul></ul><ul><ul><li> </li></ul></ul><ul><ul><li> </li></ul></ul><ul><ul><li> </li></ul></ul>
  32. 36. Reference Materials – Self Study <ul><li>Federal Acquisition Regulations (FAR) </li></ul><ul><ul><li>FAR Part 10 – Market Research </li></ul></ul><ul><ul><li>FAR Part 11 – Describing Agency Needs </li></ul></ul><ul><ul><li>FAR Part 12 – Acquisition of Commercial Items </li></ul></ul><ul><ul><li>FAR Part 13 – Simplified Acquisition Procedures </li></ul></ul><ul><ul><li>FAR Part 14 – Sealed Bidding </li></ul></ul><ul><ul><li>FAR Part 15 – Negotiated Procurements </li></ul></ul><ul><ul><li>FAR Part 16 – Types of Contracts </li></ul></ul><ul><ul><li>FAR Part 17 – Special Contracting Methods </li></ul></ul><ul><ul><li>FAR Part 19 – Small Business Programs </li></ul></ul><ul><li>Periodicals </li></ul><ul><ul><li>National Contract Management Association Magazine & Journal </li></ul></ul><ul><ul><li>National Association of Purchasing Managers – Institute of Supply Mgmt. Magazine </li></ul></ul><ul><ul><li>National Defense Industrial Association Magazine </li></ul></ul><ul><ul><li>Government Executive Magazine </li></ul></ul><ul><li>Websites </li></ul><ul><ul><li> </li></ul></ul><ul><ul><li> </li></ul></ul><ul><ul><li> </li></ul></ul><ul><ul><li> </li></ul></ul>
  33. 37. Selected Additional Resources for Women Business Owners Women Presidents Organization National Women Business Owners Corporation Women’s Business Enterprise National Council Women Impacting Public Policy The gateway for women-owned businesses selling to the Government Seton Hill University The National Education Center for Women in Business Resource/Agency Website
  34. 38. Join Us for a Another Webinar <ul><li>August 31, 2005: </li></ul><ul><li>“Government Contractor </li></ul><ul><li>Compliance Programs” </li></ul><ul><li>2:00 – 3:00 pm ET </li></ul><ul><li>Registration will be available online at: </li></ul>
  35. 39. Webinar Instructor: Debra J. Borkovich, CPCM, SAS [email_address] (412) 418-3758 Presenting Organization: Seton Hill University’s National Education Center for Women in Business (724) 830-4625 [email_address]