2. Effectively Responding to Award Solicitations

3. Objective Identify elements of a government solicitation package. Respond more effectively to government solicitations. Factors affecting the proposal outcome

4. Types of Award Solicitations Invitation for bid (IFB): Request for proposals (RFP): Request for quotation (RFQ)

5. Understanding Elements of Solicitation Package 1. When the government wants to buy a good or service, it issues a solicitation. Solicitations are documents that make the government’s requirements clear so that businesses can submit competitive bids or proposals. As a small business doing work with the government, you’ll be responding to solicitations.

6. Understanding Elements of Solicitation Package 2. The format for most Federal Contracts proposals are typically broken down into several sections identified by an alphanumeric letter. Knowing what’s in the solicitation can help you prepare and get the appropriate information and documentation together.

7. Some Key Elements of Solicitation Package 1. The FAR mandates that RFPs be divided into Sections A through M. Section A. Outlines the basic information as set forth by the government agency requesting the proposal. Section B. Outlines the pricing format for the specific quantities of items that need to be packaged.

8. Key Elements of Solicitation Package Section C. Statement of Work (SOW). The SOW describes what the government agency wants you to do or supply. Section L. Spells out the specific preparation requirements for submitting your proposal. Once you understand all conditions listed in this section, check to see if comparable instructions found in Section C and Section M are consistent. Section M. Evaluation Factors: Evaluation Factors list the factors the government uses to compare each proposal and which criteria is most important to them. (i.e. price, technical, past performance).

9. Responding to the Solicitation Read the Solicitation very carefully so you understand all of the requirements. After initial review, read the solicitation again and mark key information. Ask question: Send an e-mail to the listed POC with the solicitation number referenced in the e- mail Subject column.

10. Responding to the Solicitation Prepare an outline of the solicitation response. Go over the completed solicitation responses very carefully and be sure all solicitation requirements are met. Create a checklist of key items, review it and check them off.

11. Responding to the Solicitation Make certain that you meet the deadline on the solicitation. If you submit electronically, request a response e-mail.

12. Responding to the Solicitation 1. Review Section that tells you how to format and organize your response. Focus on: 1. Page limits 2. Paper size 3. Font size

13. Factors Affecting the proposal Outcome 1. Evaluators will check your organization’s solicitation response to see if: Your proposal Meet All Essential Requirements? Are You Capable? What's Your Performance Record? Adequate Quality Control

14. Some Key Takeaways With rising competition, vendor selection is becoming increasingly complex and more government organizations are using a solicitation response as a basis for comparison between different vendors to evaluate the best available options. A government solicitation proposal package sets out the requirements for preparing a responsive proposal. Government contracts contain a host of standard terms and conditions, called "clauses". Many of the clauses are, by regulation, non-negotiable. By reviewing all clauses in the solicitation package, you can assess your business’ viability in submitting a responsive proposal..