A Strategic Approach to Government Contracting

by   Dannie James Sr.

Navigating the Federal Government Contracting Market can be difficult and confusing to a business owner. That is why developing a strategic strategy is key to success in the Federal Government Contracting Market. FedBiz Masterminds presents "A Government  Networking and Education Awareness Training Event," to help you as a business owner stay ahead of the game. The training will cover varies topics from education awareness about the Federal Government Contracting Market to Identifying the 5 Strategic Step Approach. Attendees will receive breakfast, lunch and a workbook. Click here to register today:   Mastermind Registration in Birmingham, Al at the Federal Reserve Bank By the way, please state that C. Henry Adams and BIE MG Blogs referred your company. Thanks!

Sphere: Related Content

Successful Color Team Secrets

Monday Morning Contracting Tips

Dannie E. James Sr

JE Group LLC

Phone: 404-557-0027

Fax: 404-521-4018

www.jegroupllc.com

Proposal reviews are critical to writing a winning proposal and difficult to do well. Review teams must be correctly staffed, well organized, and carefully managed to help the writing team improve the proposal’s evaluation score. The color team review process does not include, step-wise, the review approach to arriving at a bid/no bid decision throughout the capture process, nor does it discuss the value or methods of performing win strategy reviews.  

The proposal development process includes formal proposal and pricing reviews called color team reviews. These reviews are the most cost-effective way to improve the proposal and ensure that the proposal receives the highest possible score in evaluation. The goal of the reviews is to audit the documents for compliance, win strategies, risk factors, cost effectiveness, and overall quality of message delivery that to ensure it will resonate with the client as determined by effective capture management and customer intelligence. A successful team review process results in a persuasive proposal that:

·         A persuasive proposal that meets all RFP requirements and conveys a unified message
·         A proposal that conveys a suitable and cost-effective solution in accordance with the Statement of Work (SOW)
·         Addresses the end user’s desires as defined through market intelligence and customer discussion prior to RFP release

Color Teams

o   Purple Team: Assesses the probability of winning (Pwin) and alignment with organizational goals

o   Blue Team #1: Reviews initial capture strategy and capture plan

o   Black Hat Team: Predicts competitors’ solutions

o   Blue Team #2: Reviews updated capture plan and solution set

o   Pink Team: Reviews storyboards and mockups to confirm solution set and to validate proposal strategy

o   Green Team: Reviews cost/price solution

o   Red Team: Reviews final proposal draft—including price—to predict how the customer will score the proposal

o   Gold Team: Approves final proposal and price
o   White Team: Compiles lessons learned from capture planning through proposal development to contract award

All The Best

Sphere: Related Content

Two Wrongs Does Not Equal Right

by C. Henry Adams

It is said,  "Good will always conquer Evil."  

Yes, it is true that atrocities have occurred to many people of a particular race, religion, ethnic group, sexual orientation and income level.

But, to kill anybody, because they resemble someone else in form or fashion is wrong.

In my humble opinion, two wrongs does not equal a right.

When you do evil deeds, you get evil results.

When you divide us as a people, you destroy what good is in place to make the changes that are badly needed.

I'm not an excellent writer of the American English language.   But, at this point in my life, it is the thought of peace that I convey here.

Killing innocent people is wrong.  Killing innocent law enforcement officers are wrong too.  Neither equal the right thing to do.

Well, these are my thoughts, what say you?  Thanks for reading our blogs  #TWDNER


Sphere: Related Content

How to read a Federal Government RFP

Monday Morning Contracting Tips

by   Dannie E. James Sr

          JE Group LLC

          Phone: 404-557-0027

          Fax: 404-521-4018

          www.jegroupllc.com

The first thing to realize when reading a Federal Government RFP is that you don’t have to read the whole thing to determine if you’re going to pursue it. You do have to read it several times to ensure you understand what you’re pursuing and how you’re going to respond.  

It’s easy to feel intimidated when you look at a printed copy of an RFP that’s at least an inch thick (or even much, much larger). When you realize how much of it is content you have to read vs. how much it is boilerplate that’s there because regulations say it has to be there, it’s not nearly as bad.

The format for most Government RFPs is fixed by the Federal Acquisition Regulation (FAR). The FAR mandates that Government RFPs be divided into sections A through M. Each of these sections has a certain purpose and must contain certain information. But only a few of these sections relate to what to bid and how to prepare your proposal.

Of the lettered sections, the key ones to focus on are:

•Section L. Where you’ll find the instructions for formatting, organizing, and submitting your proposal

•Section M. Where you’ll find the criteria and scoring system that will be used to determine whether your proposal wins.

•Section C. This is where they say what it is they want you to propose (often called the "Statement of Work").

•Section B. This is where they tell you how to format your pricing.

•And sometimes, Section J. Sometimes they hide important stuff (like the Statement of Work) in Section J, attachments.

This doesn’t mean that the other sections are not necessary. Some may have things that you must respond to, like Section K, where they put the “Certifications and Representations” (Where you may have to “Certify” or “Represent” things like whether you are a U.S. firm, a minority firm, that you haven’t defaulted on previous contracts, etc.). But the others are part of the legal form or contract boilerplate, and you won’t have to read them the same way you will the Statement of Work and Evaluation Criteria.

The best approach to reading a Government RFP isn’t necessary to read it sequentially from start to finish the way you would a book. Instead, first look at Section A (usually the cover page). In a box on this page is the due date. Now you know how much time you have to prepare your response. Next jump to Section L and focus on how they want the proposal organized. Whether you think it makes sense or not, you absolutely must follow their outline. Then go to Section M and find out how you will be graded and what they think is important. Now go back to Section C and find out what you have to propose doing or supplying. To really understand how and what to offer, you'll also need to look at Section B, so you can see whether they want it priced by the hour, in fixed price units, or some other way.

Keep in mind that how you present the proposal will be bound by the instructions in Section L and how you will be graded is in Section M. 





Sphere: Related Content

Observing the US Federal Reserve Board and the Bank of England

by C. Henry Adams


As result of the current economy, BIE Companies & Colleagues have decided to monitor the decisions of the US Federal Reserve Board to learn better insights on how to conduct business in the United States of America.

When the BREXIT vote by the Citizens of the United Kingdom revealed 52% decision to leave the European Union, the Bank of England became an interest of our review as well.

Therefore, from time to time, you will find post of press release from both said parties on our Social Media feeds.

Note:  BIE Companies & Colleagues are NOT licensed to provide financial advice or services.

Thanks!



Sphere: Related Content

When Facing Law Enforcement

by C. Henry Adams

Having the opportunity to live as a Civilian and once a Law Enforcement Officer in my lifetime, I've gain insight into how dangerous it is to be in both positions. 

Therefore, I will try to define or identify valid points moving forward:

Number 1,   being mostly of African American Descent and Male; I'm concern and aware of how I should carry myself daily when walking, running, riding, driving or fly(ing) anywhere in a City, County, State, Country or most definitely the World.   

Therefore, to ease my concerns, I turn them over to God Almighty.

Number 2,   I will not justify any cause of death, period; to any person, animal or creature.

Number 3,  ' law ' is define as a system of rules that are enforced through social institutions to govern behavior  

Note:  There are many interpretations of laws.   There are instances where certain individuals, groups or even companies with status ( money, political power, a higher level of influence. )  have the ability to maneuver through and around Laws of a particular land.

Number 4,  law enforcers are bodies of government employees trained in methods of law enforcement, crime prevention while detection, then authorized to maintain the peace, safety, order of a particular community.

Number 5,  when driving a vehicle or even riding with someone else operating a vehicle; it is wise to check (observe) the vehicle before riding off in it.

Granted that if you are a passenger in a vehicle that you do not own or maintain, you may not know the circumstances regarding the driver or the vehicle being operated.

Number 6,  carry your legal state sponsored, issued and valid identification with you at all times.  Before being approach by Law Enforcement, slowly and carefully gather those documents while in a well lighted area whether in a vehicle or outside environment to offer to the Officer or Officers for review.

Why offer your legal identification to the Officer first before they ask?  To show compliance.

Number 7,  understand the situation well when encountered by law enforcement.  This means something likely is of a concern, so cooperate.

Why cooperate?  Because, regardless of the current situation, it is now important to live to see another day.

Well, these are my thoughts.  What say you?


Sphere: Related Content

Observing The United Kingdom Vote To Split From The European Union

By C. Henry Adams

It is understood that whatever happens in Europe, Africa, Asia or Australia, as well as, the other three continents not mentioned; could very likely have an affect on us in the USA. 

Whereas, when 17,410,742  Citizens of the United Kingdom voted to leave the European Union 
, the implications of their decision will now be felt here in the United States in some form or fashion.

I'm personally not in the business of speculation, but instead observation when it comes to our economy.

I would recommend to my clients and colleagues alike to pay close attention in the coming hours of these developments.  

Note:  The process of the UK leaving the EU may take years, but observing the markets now is important.

Well, these are my thoughts, what say you?  Thanks for reading our blogs.







Sphere: Related Content

Inside the Critical Bid / No Bid Decision

Monday Morning Contracting Tips

by   Dannie E. James Sr

          JE Group LLC

          Phone: 404-557-0027

          Fax: 404-521-4018

          www.jegroupllc.com

What’s the key to determining whether or not to bid on a federal contract, “Knowledge” The best informed company “Wins” 15 Important factor in making a bid decision.  

1. Are you completely informed about the opportunity? 

2. How well do you know the customer?

3. How well do you understand the customer’s requirements?

4. What kind of credibility or experience you’ve had with that customer?

5. What is the competition and its capabilities?

6. Do you understand the work?

7. Do you understand what the customer’s mission? 

8. Do you have the current talent on staff to understand the technology and the services need for this project?   

9. Is this a small proposal effort that you can accomplish with your internal team?

10. Do you have the team in place to provide a compliant, compelling proposal?

11. Does the opportunity fit your company strategically?

12. Will pursuing this contract help you achieve your financial objectives as a company?

13. What are your parameters around the bid process?

14. Do you need to partner with somebody, team with somebody?

15. What are the go-no go guidelines you’re setting and stick to them?






Sphere: Related Content

A Father's Words of Wisdom: The Fifth Plan Strategy

by C. Henry Adams


Sunday, June 19th 2016 served as ' Father's Day ' here in the United States of America to the best of my knowledge. 

Unfortunately, I didn't get a chance to go on the annual fishing trip with my Church this past weekend.  I'm not sure if they had it, but I sincerely hope the Men did go fishing.

Alright, enough about me.  My late Father whom I am grateful for knowing and often write about, instill in me 'Words of Wisdom'. 


Nevertheless, he stated,  "C., when you plan....    Have a Plan A,  Plan B,  Plan C, and Plan D.  Oh, and don't forget the 5th Plan.  A matter-of- fact, what do you think is your 5th Plan?"

Needless to say, I was stumped (confused regarding the statement or lecture that quickly became a posing question.) 

I stated, " I don't know..."

My late Father said, "  Well, when Plan A does not work, goto Plan B.  When, Plan B does not work, goto Plan C.  When, Plan C appears to not quite work as well, goto Plan D. 

Alright, when you just about had it with all the planning, because they do not give the desired results sought, this is what you do...

Take out everything that did work from each of the plans to get the 5th Plan and you will likely be successful."

Thus, the 5th Plan Strategy.

As a result of listening to him; I can confirm that his wisdom for planning worked in my personal and professional life when applying the aforementioned actions. 

Well, these are my thoughts, what say you?  Thank you for reading our blogs.

Thanks!


C. Henry Adams
Benefits Advisor
Aflac
977 Montreal Rd
Box 1089
Clarkston, Georgia 30021
bienminc@gmail.com
CHA Linkedin 
(404) 254-7187

Sphere: Related Content

Lowest Price Technically Acceptable (LPTA)

Monday Morning Contracting Tips

by   Dannie E. James Sr

          JE Group LLC

          Phone: 404-557-0027

          Fax: 404-521-4018

          www.jegroupllc.com

The Challenge of Applying the Lowest Price Technically Acceptable (LPTA) Process to the Procurement of Complex Services

When the Government used LPTA, they should be required to define Technically Acceptable to ensure needed quality: Industry has expressed concerns about the use of Lowest Price, Technically Acceptable ("LPTA") selection criteria that essentially default to the lowest price bidder, independent of quality. Where LPTA is used, the Department needs to define TA appropriately to ensure adequate quality.

Government are moving to increased reliance on the Lowest Price Technically Acceptable (LPTA) source selection method. 1 Under defined circumstances, the LPTA process can control costs and result in best value for the Government. But the LPTA process, which can eliminate agency discretion to value technical and other non-cost superiority, is not appropriate for all acquisitions. Within the context of professional services, even under the best of circumstances, the LPTA method creates risks that need to be mitigated by a precisely drafted solicitation and a technically rigorous, carefully managed proposal evaluation process.

Many Contractor’s would recommend that solicitations for complex professional services avoid using the LPTA source selection process. Such solicitations should instead adopt a classic best-value/cost-technical trade-off approach to afford the Government flexibility to value technical superiority relative to potential cost savings.

Many of the government proposal evaluators are pushing back on the use of lowest price, technically acceptable (LPTA) evaluation criteria—and for good reason. They are now learning that this evaluation criteria can limit their ability to exercise reasonable judgment in the evaluation process and may result in contracts awarded to companies that are clearly inferior and have less qualified offerings compared to others in the competition.

Here are two instances where the use of LPTA evaluation criteria backfired on the government decision-makers:

1.   Superior value versus price

2.   Past performance and performance risk



Sphere: Related Content