Sole Source and Unsolicited Government Proposals Webinar

Sole Source and
Unsolicited Proposals
Webinar Presentation (Preview)

OST Global Solutions, Inc.
Office: 301-384-3350
Email: service@ostglobalsolutions.com
Web: www.ostglobalsolutions.com

Page  1 OST Global Solutions, Inc. Copyright © 2013
www.ostglobalsolutions.com ● Tel. 301-384-3350 ● service@ostglobalsolutions.com

About the Instructor Olessia Smotrova-Taylor, AF.APMP
President/CEO and BD/Capture SME
• Won $19 billion in new business
• President of APMP-NCA
• 18 years’ BD experience, including 4
out of top 5 government contractors
• Author of How to Get Government
Contracts: Have a Slice of a $1 Trillion
Pie

Get your copy on
Amazon

OST Global Solutions, Inc. Profile
Metro Washington DC proposal house and
government contractor helping businesses
grow organically through end-to-end BD
support and training

900+ fully vetted capture and proposal
managers, technical writers, graphic
artists, orals coaches, editors, subject
matter experts, and other proposal support

Bid & Proposal Academy
with a certification program
and courses attended by the
top Federal contractors

Track record supporting
18 out of the top 20
Federal Contractors,
winning $18 Billion
since 2005


Goals of Business Development and Capture
One of the many modules from the Foundations of Federal Business
Development Course
1. Identify opportunities and customers

2. Avoid competition altogether by adding scope to an
existing vehicle, or getting a sole source award

3. Reduce competitor pool by:
o Type of competition BD
o Invoking NAICS small business size limits
o Driving an opportunity to a specific MAC vehicle or Capture
Federal Supply Schedule

4. Get the customer EXCITED, looking forward to
receive your proposal and award the contract to you

5. Make EVERY preparation step serve the purpose of
writing a highly compelling proposal

Sole Source Awards
Sole-source contracts are cheaper and easier for the government to award,
because awarding a competitive contract takes a tremendous amount of work,
even more than preparing the sole-source contract paperwork

o The “Holy Grail” of government Bad Reputation Reasons:
• Poor optics:
contracting because of no resources • Looks like bribery and favoritism
required to write a competitive proposal • Perception of not saving Government money
• Agencies don’t exactly follow the rules:
o The Achilles’ Heel of the companies who • Ex: IG reviewed 107 DOD contracts valued at $1.4
over-rely on them billion, and another $500M of contract modifications
• Found that DOD’s competition advocates failed to
follow single-bid guidance in 31 cases
o Much reviled in the press
• The Pentagon also neglected to “develop adequate
plans to increase competition because Defense
o Misunderstood and underused by many Procurement and Acquisition Policy (DPAP) did not
government contractors, and used provide effective oversight of the plans”
liberally by others • DOD did not develop specific steps to improve
competition rates in their plans or “develop specific
o Streamlined acquisitions and negotiations steps to prevent 39 of 47 contract
modifications, valued at $390.9 million, from
process that alleviates 60-90 days exceeding the three-year limitation on awarding
contract modifications without first recompeting.”
o Lets the government use the qualified Government Executive, Oct 2012
contractor of choice
o Helps reach small business goals

Sole Source Process for Large Business
A good BDer participates actively through phases 1-4 to learn about the needs
and assist the Government in justifying the sole source award

1. Determine the 2. Develop an 3. Vendor (BDer) 4. The
need for sole RFQ or RFP and responds with government
source contract request the quote (technical evaluates the
proposal or quote and price offer and
proposals) with prepares the J&A
good J&A fodder using the proper
J&A form
BDer BDer
submits helps BDer
unsolicited develop submits
proposal a good SOW proposal

6. The 5. The
BDer government government
BDer
helps with requests obtains approval
learns
market Procurement from the
about a need
research office to issue a appropriate
PO for a Sole authority
Source Contract
Download the full presentation at
www.ostglobalsolutions.com/training/webinars/

Techniques Appropriate for Market Research 2. Develop an
RFQ and request
Use this knowledge to augment any government efforts to the quote

ensure they know where and what to look for
 Industry BDer
o Contacting knowledgeable individuals in publications, symposi helps
Government and industry ums, and conferences develop
 Databases examples: a good SOW
o Reviewing the results of similar recent market • IBISWorld Industry
research Market Research
• IEEE Computer
o Publishing formal RFIs in technical or scientific Society Digital Library BDer
• Jane's Defense helps with
or business publications market
• Jane's Security News
o Querying databases and other procurement • Jane's World research
instruments available to multiple agencies at Insurgency and
Terrorism
www.contractdirectory.gov and elsewhere
o Participating in on-line communication among
industry, acquisition personnel, and customers
o Obtaining source lists of similar items from
other contracting activities or agencies, trade
associations or other sources
o Reviewing catalogs and other generally
available product literature
o Conducting interchange meetings or holding
pre-solicitation conferences to involve offerors

8(a) Sole Source Limitations
Sole Source eliminates time consuming process of RFP development, waiting for
contractor responses, evaluating all submissions; and mitigates potential protests
o Sole source award up to $4 Million in Services Minimum J&A requirements for
contracts over $20 million:
o Up to $6.5 Million in Manufacturing
(1) A description of the needs of the
agency concerned for the matters
o Super 8(a)s covered by the contract
o An 8(a) Alaskan Native firm, an 8(a) tribally-owned
(2) A specification of the statutory
Native American firm, or an 8(a) firm owned by a provision providing the exception from
Native Hawaiian Organization the requirement to use competitive
procedures in entering into the contract
o Unlimited contract value, no protests allowed [13 CFR (see 19.805-1)
124.506(b)]
(3) A determination that the use of a sole-
o Written J&A required for awards over $20 Million by source contract is in the best interest of
the agency concerned
the Section 811 of the fiscal 2010 National Defense
Authorization Act; must be approved by an appropriate (4) A determination that the anticipated
cost of the contract will be fair and
official and made public after award reasonable
o Some agencies require J&A for anything over $4
(5) Such other matters as the head of the
Million (incorrectly) agency concerned shall specify for
purposes of this section
o Don’t have to justify your uniqueness, but have to
document why sole source
Download the full presentation at www.ostglobalsolutions.com/training/webinars/

Download the Full Presentation at
https://www.ostglobalsolutions.com/training/webinars/


Contact Us for Your Proposal and Training Needs
in Federal Business Development

www.ostglobalsolutions.com

Olessia Smotrova-Taylor Alex Brown
President & CEO Director, Services
Office 301.384.3350 Main 301.384.3350
Cell 240.246.5305 Direct 240.316.3748
otaylor@ostglobalsolutions.com Cell 301.356.2909
abrown@ostglobalsolutions.com

Julia Pochekueva
Marketing, Operations and Training Services Manager
Main 301.384.3350
Direct 301.769.6603
jpochekueva@ostglobalsolutions.com


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