Presented by Cheryl W. Chandler March 10, 2011 U. S. Army Corps of Engineers Philadelphia District Working for the Corps

Working For The Corps Agenda ► Organizational Structure ► The 4Ps ► Pointers to help you get work ► Mistakes to avoid ► Tips for submitting successful proposals ► Summary ► Q&A

The Small Business Organization HQ Small Business Office HQ Small Business Office Division Small Business Office Division Small Business Office District Small Business Offices District Small Business Offices  NONE of these offices award contracts  Corps of Engineers contracts are awarded by Districts, Laboratories and Centers.

Contracting Organization  The Office of the Principal Assistant Responsible for Contracting (PARC) at Headquarters ensures that the contracting interests of the Head of Contracting Activity (HCA) and USACE are safeguarded.  The PARC also serve Corps contracting by providing guidance, assistance, contracting automation support, training and updates on acquisition related subjects.

Working for the Corps The PARC office does NOT: The PARC office does NOT: Issue solicitations or award contracts Issue solicitations or award contracts Collect, maintain, or coordinate market research or other vendor related material Collect, maintain, or coordinate market research or other vendor related material If you want to know about future requirements, contact the District Small Business Office in your area. If you want to know about future requirements, contact the District Small Business Office in your area.

Working For The Corps  Visit the web site for the division, district, or laboratory with which you want to do business in order to learn about the missions and the types of services/supplies each office procures.  Afterwards— make an appointment to meet with the small business program manager face-to-face.

Working For The Corps  Discuss your capabilities, interest and capacity to perform with the Small Business Program Manager or with a Contracting Officer in the area where you want to work  Ask for the forecast of upcoming work  Also, ask for their Department of Defense Activity Address Code (DODAAC)  Search FedBizOpps.gov regularly using the DODAAC  Respond to Sources Sought Notices

Working For The Corps  Check out announcements of Business Opportunity Conferences, workshops, trade fairs and other federally sponsored or attended liaison meetings in your area  These events create great networking opportunities  Visit a Corp website; they all link to each other

Door-Opening Qualities The four P’s of Success :  Persistence  Preparation  Performance  Patience

 It doesn’t matter how good you know you are— It’s how good the PM thinks you are  You get only 1 chance to make a first impression so bring your A-game  KOs stick their necks out for you! Door-Opening Tips

 It’s really about relationships!  Unless you are really good, let someone else do your marketing  Be willing to sub or team More Door-Opening Tips

Door-Closing Blunders

Working for the Corps Some of the things I have heard Some of the things I have heard ► I have been marketing you for three months and I haven’t gotten work! ► What do you have for me? ► I want to meet with your project managers.. ► When can I start? ► I know the Commanding General….

Big KO Offenders #5 Not paying subcontractors #4 Going over the KO’s head (or behind his back) #3 Unannounced visits #2 Misleading comments or lying #1 Poor performance! #1 Poor performance!

#5 Lack of communication (missed meetings, no calls or infrequent visits) meetings, no calls or infrequent visits) #4 Missed schedules (late submittals) #3 Unwilling to partner or being inflexible #2 Low opinion of government employees (arrogance) #1 Dishonesty (cutting corners) The PM’s Pet Peeves:

My Personal Favorites #5 Telling me what you are before who you are and what you do #4 Incomplete or sloppy capability packages #3 Believing that you are “entitled” to work #2 Not leaving your phone number with your message message #1 Poor performance!

How it Really Works

It’s all About-- RELATIONSHIPS! It’s all About-- RELATIONSHIPS! ► Communication ► Trust ► Performance

Top 10 Tips to Improve Your Proposal Working for the Corps

Tip #1 Read the RFP thoroughly! Tip #1 Read the RFP thoroughly!  Ask questions early to ensure there is sufficient time to respond  Pay attention to the criteria order and weights – it indicates what is important to us Working for the Corps

Tip #2 - Understand the Type of RFP  How will source selection be accomplished? Lowest Price Technically Acceptable Lowest Price Technically Acceptable Best Value Trade Off Best Value Trade Off

Working for the Corps Tip #3 - Address all aspects of the Criteria  Create a matrix of the Scope of Work, by paragraph, with each requirement to use as a checklist to ensure your proposal is complete.  Include your checklist with your proposal.

Working for the Corps Tip #4 - Be succinct Tip #4 - Be succinct  Avoid being too wordy  Use bullets, underlines, bolding  When a limited page count is provided – stick to it!

Working for the Corps Tip #5 - Your experience should relate to the project in terms of scope, size, $ value, complexity Tip #5 - Your experience should relate to the project in terms of scope, size, $ value, complexity  Should be recent – within the past 5-10 years or as required by RFP  Be clear – is it experience of firm or people? or, is it experience of subcontractor or mentor?

Working for the Corps Tip #6 - Make sure qualifications of staff match RFP Tip #6 - Make sure qualifications of staff match RFP  Ensure that each team member’s qualifications address EACH ASPECT of the criteria  List relevant experience of team members  Ensure team members are  Ensure team members are available

Working for the Corps Tip #7- Organization Chart – Who’s in Charge? Tip #7- Organization Chart – Who’s in Charge?  Identify one person to be in charge of entire team  Person should be from YOUR company, not a subcontractor or your mentor  Indicate clear lines of communication  Identify person and company (with location) for each role (with location) for each role

Working for the Corps Tip #8 - Address Quality Tip #8 - Address Quality  Include the quality team on the Organization Chart – even if not required  Quality is important to us – indicate it’s important to you  Show/describe how the quality control team interacts with the execution team team interacts with the execution team

Working for the Corps Tip #9 - Address Performance Problems Head-On Head-On  Get copies of your Construction Contractor Appraisal Support System (CCASS) evaluations  Explain any “Marginal” or “Unsatisfactory” items within the evaluation as well as overall ratings  Check out the past performance of your proposed subcontractors

Working for the Corps Tip #10 - QC your Proposal Tip #10 - QC your Proposal  Have an independent reviewer ensure all items are addressed (someone not involved in putting the proposal together)  If you copy another proposal, make sure you only refer to the current project  Uze spel cheque!

Working for the Corps  Register in Central Contractor Registration,  Refer to Federal Business Opportunities, or to obtain solicitation information, go to

Remember! Marketing Marketing  mishaps,  mistakes,  missteps Will lead to Will lead to  mistrust,  misjudgment  missed opportunities and MISERY MISERY

Working for the Corps  U.S. Army Corps of Engineers website:  Philadelphia District Website: Contact Information: MY Phone My address:

Working for the Corps  U.S. Army Corps of Engineers Website:  Philadelphia District Website: Contact Information: My Phone My address:

Questions?