1 / 21

PRESENTATION FOR SOCIETY OF MILITARY ENGINEERS FEDERAL BUSINESS DEVELOPMENT ALAN FREEMAN

PRESENTATION FOR SOCIETY OF MILITARY ENGINEERS FEDERAL BUSINESS DEVELOPMENT ALAN FREEMAN AUGUST 2009. BACKGROUND AND EXPERIENCE FEDERAL EXPERIENCE: CHAIRMAN NUMEROUS SELECTION BOARDS SERVED ON TWO CLEAN SELECTION BOARDS REVIEWED HUNDREDS OF PROPOSALS PRIVATE EXPERIENCE:

shaw
Download Presentation

PRESENTATION FOR SOCIETY OF MILITARY ENGINEERS FEDERAL BUSINESS DEVELOPMENT ALAN FREEMAN

An Image/Link below is provided (as is) to download presentation Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author. Content is provided to you AS IS for your information and personal use only. Download presentation by click this link. While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server. During download, if you can't get a presentation, the file might be deleted by the publisher.

E N D

Presentation Transcript

  1. PRESENTATION FOR SOCIETY OF MILITARY ENGINEERS FEDERAL BUSINESS DEVELOPMENT ALAN FREEMAN AUGUST 2009

  2. BACKGROUND AND EXPERIENCE FEDERAL EXPERIENCE: • CHAIRMAN NUMEROUS SELECTION BOARDS • SERVED ON TWO CLEAN SELECTION BOARDS • REVIEWED HUNDREDS OF PROPOSALS PRIVATE EXPERIENCE: • PROGRAM MANAGER NAVY RAC • SENIOR PROJECT MANAGER ARMY TERC • SUCCESSFUL PROPOSAL MANAGER ON RACS, TERCS & IDIQ PROPOSALS

  3. TODAY’S AGENDA NAVY OPPORTUNITIES AMERICAN RECOVERY AND REINVESTMENT ACT BIGGEST PROBLEMS FOR NAVY EVALUATORS EXAMPLES OF WHY PROPOSALS WERE LOST & WON

  4. NAVY OPPORTUNITIES CONSTRUCTION • BASIC ORDERING AGREEMENT (BOA) • ARCHITECT-ENGINEERING (A-E) • MULTIPLE AWARD CONSTRUCTION CONTRACT (MACC) ENVIRONMENTAL • ARCHITECT-ENGINEERING (A-E) • ENVIRONMENTAL MUTLPLE AWARD CONTRACT (EMAC) • PERFORMANCE-BASED MULTIPLE AWARD CONTRACT (PERMAC)

  5. NAVY OPPORTUNITIES CONSTRUCTION BASIC ORDERING AGREEMENT (BOA)  8 (A) SET - ASIDE LIMITED TO FIRST FOUR YEARS OF BUSINESS  MUST HAVE OFFICE IN LOCATIONS SPECIFIED AND APPROVED BY SBA  RELATIVELY SIMPLE PROPOSAL PROCESS

  6. NAVY OPPORTUNITIES CONSTRUCTION (CON’T) • ARCHITECT – ENGINEERING  LIMITED OPPORTUNITIES  BROOKS BILL SELECTION  TWO - STEP PROCESS

  7. NAVY OPPORTUNITIES CONSTRUCTION (CON’T) • MULTIPLE AWARD CONSTRUCTION CONTRACT (MACC)  DESIGN BUILD ELEMENT  CAN BE AN EXPENSIVE PROPOSAL  TYPICALLY A SAMPLE PROBLEM

  8. NAVY OPPORTUNITIES CONSTRUCTION (CON’T) • MULTIPLE AWARD CONSTRUCTION CONTRACT (MACC)  TREAT IT LIKE AN ACTUAL TASK ORDER • TYPICALLY FIVE OR SIX EVALUATION FACTORS  EXPERIENCE INCLUDING SUBCONTRACTORS  PAST PERFORMANCE  SMALL BUSINESS SUPPORT  SAFETY

  9. NAVY OPPORTUNITIES CONSTRUCTION (CON’T) • MULTIPLE AWARD CONSTRUCTION CONTRACT (MACC)  MANAGEMENT PLAN  SMALL BUSINESS UTILIZATION  TECHNICAL APPROACH (SOLUTION TO SAMPLE PROBLEM  PRICE (COST FOR THE SAMPLE PROBLEM) • SELECTION BASED ON BEST VALUE

  10. NAVY OPPORTUNITIES ENVIRONMENTAL • ARCHITECT – ENGINEERING  COMPLIANCE  REMEDIATION  CULTURAL RESOURCES  NATURAL RESOURCES

  11. NAVY OPPORTUNITIES ENVIRONMENTAL (CON’T) • ENVIRONMENTAL MULTIPLE AWARD CONSTRUCTION CONTRACT (EMACC)  TREAT IT LIKE AN ACTUAL TASK ORDER • TYPICALLY FIVE OR SIX EVALUATION FACTORS  PAST PERFORMANCE  SPECIALIZED EXPERIENCE INCLUDING SUBCONTRACTORS

  12. NAVY OPPORTUNITIES ENVIRONMENTAL (CON’T) • ENVIRONMENTAL MULTIPLE AWARD CONSTRUCTION CONTRACT (EMACC)  SAFETY  CONTRACT MANAGEMENT  TECHNICAL APPROACH (SAMPLE PROBLEM)  PRICE (SAMPLE PROBLEM) • SELECTION BASED ON BEST VALUE

  13. NAVY OPPORTUNITIES ENVIRONMENTAL (CON’T) • PERFORMANCE-BASED MULTIPLE AWARD CONTRACT (PERMAC)  SIMILAR TO EMAC  ENVIRONMENTAL REMEDIATION  ENVIRONMENTAL DESIGN  FIXED PRICE AS OPPOSED TO COST REIMBURSABLE

  14. AMERICAN RECOVERY & REINVESTMENT ACT PURPOSE – TO CREATE OR SAVE JOBS REQUIRES UNPRECEDENTED LEVELS OF TRANSPARENCY, OVERSIGHT, & ACCOUNTABILITY REQUIRES EACH CONTRACTOR TO REPORT ON ITS USE OF RECOVERY ACT FUNDS REQUIRES NAMES AND TOTAL COMPENSATION OF EACH OF THE FIVE MOST HIGHLY COMPENSATED OFFICERS OF THE CONTRACTOR FOR THE CALENDAR YEAR

  15. AMERICAN RECOVERY & REINVESTMENT ACT PROPOSAL PROCESS: FULL TIME EQUIVALENTS (FTE) • JOB RETENTION - EXISTING POSITION THAT WOULD NOT HAVE BEEN CONTINUED WERE IT NOT FOR ARRA FUNDING • JOB CREATION - NEW POSITION CREATED AND FILLED

  16. AMERICAN RECOVERY & REINVESTMENT ACT PROPOSAL PROCESS (CON’T): • DIRECT JOBS – JOB YEARS CREATED FOR THIS PROJECT • INDIRECT JOBS – JOB YEARS CREATED AT SUPPLIERS WHO MAKE THE MATERIALS USED IN THE PROJECT • INDUCED JOBS – JOB YEARS CREATED ELSEWHERE IN THE ECONOMY AS INCREASES IN INCOME FROM THE DIRECT PROJECT SPENDING

  17. BIGGEST PROBLEM FOR NAVY EVALUATORS • NUMBER OF SUBMITTALS SUBSTANTIALLY INCREASED  CAPITAL IMPROVEMENTS WAS AVERAGING 20 SUBMITTALS, NOW RECEIVING 80 TO 100! • MANY SUBMITTALS DO NOT FOLLOW THE RFP!  PAGE LIMITATIONS  EXPECTED PROJECT RANGE

  18. BIGGEST PROBLEM FOR NAVY EVALUATORS (CON’T) • MANY SUBMITTALS DO NOT FOLLOW THE RFP! (CON’T)  PROJECTS OUTDATED  REGISTRATION NOT UP TO DATE  USING THE SAME SUBCONTRACTOR

  19. EXAMPLES WHY PROPOSALS WERE LOST  PROJECT SUBMITTED - BAD EVALUATION FROM CUSTOMER  POOR SAFETY RECORD  REGISTRATION NOT VALID

  20. EXAMPLES WHY PROPOSALS WERE WON  PEOPLE AND PROJECTS  UNDERSTANDING THE INTERVIEW PROCESS  GREAT TECHINCAL APPROACH TO SAMPLE PROBLEM  WRITING PROPOSAL FOR DIFFERENT LEVELS OF EVALUATORS

  21. Questions? IF YOU HAVE ANY QUESTIONS ABOUT THIS PRESENTATION PLEASE CONTACT ME AT: 619-240-3441 ProposalInsights@aol.com

More Related