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Air Force Space Command and National Defense Industrial Association Forum on Acquisition

Air Force Space Command and National Defense Industrial Association Forum on Acquisition Industry Bid and Proposal Process Overview. Objectives. Review nominal industry process for response to Government Request for Proposals (RFP)

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Air Force Space Command and National Defense Industrial Association Forum on Acquisition

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  1. Air Force Space Command and National Defense Industrial Association Forum on Acquisition Industry Bid and Proposal Process Overview

  2. Objectives • Review nominal industry process for response to Government Request for Proposals (RFP) • Show how the Industry process maps to Government acquisition process • Identify areas where Government activities impact proposal cost, proposal quality or the number of bidders • Explain how contractor proposal development costs affect Government budgets

  3. Contractor Processes – Overview of Phases Govt Industry IRAD & Indirect Indirect Indirect (Marketing) B&P (for ENs) Direct B&P (Proposal) Indirect (Ops preparation)

  4. Phase 1| Identification / Preparation|

  5. Identification/Preparation (Phase 1) Potential for Government Impact Slide 5

  6. Sample Opportunity ID Tool

  7. Draft RFP / SOW RFI Phase 2|Qualification of Opportunity|

  8. Opportunity Qualification (Phase 2) Potential for Government Impact Slide 8

  9. Bid Decision Factors • Basic Questions • Is it real? • Is there value in winning? • Are we competitive? • Detailed Questions: • Do we understand requirements? • Does the customer want change? • Do we have a solution? • How high is the risk in our solution? • Do we know the customer’s vision? • Do we have positive experience with this customer? • Is there good revenue? • Can we make a profit? • Is there a strategic reason to bid? • Is the contract Budget viable?

  10. RFP Draft RFP / SOW Phase 3|Pre-Proposal Preparation|

  11. Pre-Proposal (Phase 3) Potential for Government Impact Slide 11

  12. RFP Phase 4|Proposal |

  13. Proposal (Phase 4) Potential for Government Impact Slide 13

  14. ENs FPR Phase 5|Post-Proposal | AWARD

  15. Post-Proposal (Phase 5) Potential for Government Impact Slide 15

  16. Phase 6|Transition / Phase-In / Pre-Start-Up | AWARD CONTRACT START

  17. Transition/Phase-In/Pre-Start-Up (Phase 6) Potential for Government Impact Slide 17

  18. Where Do Bid Costs Go?

  19. Summary • Industry and the Government are in the proposal process together with the same objectives: • Improved Mission Support • Smooth and Competitive Proposal process • Communication is critical in every phase of proposal development – both ways

  20. Integrated Acquisition Processes <Draft RFP> Motivation to keep costs Low: Virtually all Bid & Proposal Costs are charged back to the Government.

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