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3. Women’s Small Business Procurement Parity Act of 2014 (S-2481) • www.wipp.org

4. Give Me 5 How to Write Successful Proposals Course Instructor: Barbara English President, English Solutions

5. WIPP is a national nonpartisan public policy organization, advocating on behalf of nearly 4.7 million businesses women representing 75 business organizations. WIPP provides timely economic policy information and identifies important trends and opportunities to its membership. www.WIPP.org

6. Give Me 5 • National program from WIPP & American Express OPEN designed to educate women business owners on how to apply for and secure federal procurement opportunities. • Give Me 5 works to increase the representation of Women Business Owners that win government contracts. We provide accessible business education tools to assist both new and experienced federal contractors. • Women Business Owners could gain more than $4 billion in annual revenues if the 5% contracting goal set by Congress was reached.

7. Give Me 5 How to Write Successful Proposals Course Instructor: Barbara English President, English Solutions

8. Course Instructor Barbara English, President, English Solutions 31 W. Adams Street Suite 102 Jacksonville, FL 32202 904.755.2554 barbara@benglishsolutions.com www.benglishsolutions.com

9. Objectives Today • Content of RFPs • Writing the Proposal • Questions

10. CONTENTS OF RFP General Instruction and Notice to Offerors Representations and Certification Proposal Preparation Instructions General and Special Clauses Statement of Work (SOW)

11. MAJOR CONTENTS OF RFP • PROPOSAL • PREPARATION • INSTRUCTIONS • Describes to offerors • how they should • format their proposal • Describes to offerors • how and what they • should address in their • proposal • Statement of • Work • (SOW) • What is required • Deliverables • EVALUATIONCRITERIA • Discriminators. Describes • what is considered • important, very important, • or key • Weights. Describes • what should be • emphasized

12. THE TECHNICAL PROPOSAL • SUGGESTED OUTLINE • Identify requirements from RFP • Restate the basic problem clearly • State the best solutions (yours) • Show how you will implement your solution; may include systems engineering concepts, subsystem analysis, risk assessment, manpower consideration, etc.

13. THE MANAGEMENT PROPOSAL MUST DESCRIBE HOW THE PROPOSED PROJECT WILL BE MANAGED SUGGESTED OUTLINE: • ORGANIZATION – Start with company organization and show where project will fit. Show individual’s name in each organizational block.

14. THE MANAGEMENT PROPOSAL • PROGRAM CONTROL – Orient discussion around the project manager and support from top management. Include everything that will assist the PM. Discuss procedures for: • scheduling and budgeting • reporting and auditing • problem detection and correction • Include plan for organizing, staffing, and scheduling the project.

15. THE MANAGEMENT PROPOSAL • KEY PERSONNEL – Include bio sketches on each key individual in the project. Include those who have made substantial contact with the agency (when it makes sense). • SUBCONTRACT AND TEAM MANAGEMENT AND CONTROL – Explain why using subcontractors is best.

16. THE MANAGEMENT PROPOSAL • CAPABILITIES – Related experience, past performance and other factors favorable to the proposal. • FACILITIES - Show all the facilities that are available and are to be used in proposed program. Special equipment and how it will be used. Highlight unique or superior facilities. • SUPPLIERS

17. THE COST PROPOSAL • THERE MAY OR MAY NOT BE ANY NEGOTIATION • DATA DISPLAYED TO LEVEL REQUIRED IN REQUEST • PRICING DATA DEVELOPED CONCURRENT WITH TECHNICAL AND MANAGEMENT APPROACH

18. PRICING TOOLS • Know your break-even point! • FOIA • GSA schedules of competitors http://www.gsaelibrary.gsa.gov/ElibMain/ElibHome • Your own historical financials and other data

19. What are Allowable Costs

20. What is Total Cost on Government Contracts

21. PRICING TOOLS Elements of Cost • Labor plus • Direct Labor Overhead (40%) plus • Materials plus • Material Handling Overhead (5%)plus • G & A (10%) plus • Profit (10%) = • Total Price

22. OTHER COST ELEMENTS Subcontractors Travel

23. ADVANCED TANK TECHNOLOGIES • 500 East Highway • Washington, DC 20001 • PROPOSAL COVER SHEET • (Cost or Pricing Data Required) • Solicitation/Contract/Modification No.: DAAH01-02-R-0001 • 2. Advanced Tank Technologies • 500 East Highway • Washington, DC 20001 • 3. Point of Contact • Jane Doe • Contracts Manager • (202) 555-1212 • 4. Contract Administration OfficeAudit Office • DCMA-Baltimore District Branch Office • 200 Townsontown Blvd., West 8181 Professional Place • Towson, MD 21204-5299 Landover, MD 20785-2218 • (301) 339-4800 (301) 436-2090 • 5. Type of Contract Action: New Contract Firm Fixed Price • Total Price

30. SCHEDULE 5 • Advanced Tank Technologies • Washington DC • Proposal Submitted in Response to RFP DAAH01-02-R-0001 • Budget for Fiscal Year 2010 G&A • Actual G&A Expenses for Fiscal Years 2007 through 2009 • Explanatory Notes • 1. Provide account numbers in this column. • The projected G&A expenses are based on the company's operating budget for 2010. The operating budget supporting data is • located in file "DAAH01-02-R-0001, G&A Operating Budget" and is available immediately upon request. • Provide the prior three years’ actual G&A expenses and the allocation base in the same format as the 2010 budget. For the year • 2009, actuals are provided to date. • 4. Includes $665 B&P Travel ($5,000 + $2,835 + $665 = $8,500). • 5. Total Pool, excluding $2,835 allocated to B&P Labor ($5,000 x .567) [$1,374,500 - $2,835]. • The same rate is estimated for fiscal years 2011 and 2012. We anticipate minimal inflation and a stable business base. • The data and analysis supporting this assertion is included in file "DAAH01-02-R-0001, G&A" and is available immediately • upon request.

31. TAKE AWAYS • Organize and standardize your company info • Key personnel • Resumes • Quality control plan • Management approach • Become familiar with FAR contract requirements • Have a firm grasp on calculating your costs • Ensure reps and certs are up to date

32. QUESTIONS ??? Barbara English, President, English Solutions, Inc. 31 W. Adams Street Suite 102 Jacksonville, FL 32202 904.755.2554 barbara@benglishsolutions.com www.benglishsolutions.com

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