INTRODUCTIONS Preparing Proposals and Responses to Solicitations

1. INTRODUCTIONSPreparing Proposals and Responsesto Solicitations April 25, 2005Advanced Planning Brief to Industry 050425_APBI_JPEO

2. Panel Members • Ms. Lynn Selfridge • Contracting Officer • U.S. Army Space and Missile Defense Command • Ms. Vonia C. Jackson • Contracting Officer • Joint Project Manager Guardian • Ms. Janet M. Carson • Deputy Director • Procurement Management Review Program • Defense Contract Management Agency • Mr. Gary Olejniczak • Special Assistant for Systems Acquisition • Joint Program Executive Office for Chemical Biological Defense 050425_APBI_JPEO

3. PROGRAM EXECUTIVE OFFICE OVERVIEWPreparing Proposals and Responsesto Solicitations 2005 Advance Planning Briefing to Industry April 25, 2005 GARY OLEJNICZAK Special Assistant for Systems Acquisition to the Joint Program Executive Officer for Chemical and Biological Defense (703) 681-0806 gary.olejniczak@jpeocbd.osd.mil 050425_APBI_JPEO

4. The Strategic Environment DoD Transformation How We Work With Others How We Fight How We Do Business 050425_APBI_JPEO

5. DoD Transformation • Process Not an End-state • Shapes the Changing Nature of Competition and Cooperation • Uses New Combinations of: • Concepts • Capabilities • People • Organizations • Processes • Exploits the Nation’s Advantages • Protects Against Symmetric Vulnerabilities • Sustains our Strategic Position • Underpins World Peace and Stability 050425_APBI_JPEO

6. Transforming Acquisition Support Systems Defense Acquisition System Milestone Decision AuthorityOversight Planning, Programming, Budgeting and Execution Process Joint Capabilities Integration and Development System Joint Chief of Staff Oversight DEPSECDEF Oversight 050425_APBI_JPEO

7. Many New Systems Service Specific Nuclear Technology Development Military Unique Technology Technology Driven Fewer New Systems Modified Legacy Systems Joint Global War on Terrorism Technology Insertion Commercial and Dual-use Affordability Driven There will never be enough funds to cover all the legitimate needs. DoD Acquisition - Changes in Emphasis 050425_APBI_JPEO

8. Leadership Intent “….create an acquisition policy environment that fosters efficiency, flexibility, creativity, and innovation.” DEPSECDEF Paul Wolfowitz • Objectives • Encourage Innovation • Focus on Outcomes Vice Process • Permit Greater Judgment and Flexibility • While Employing Acquisition Principles • Empower Managers to Use the System • Not Hampered by Over-regulation 050425_APBI_JPEO

9. Field Militarily Significant Increments of Affordable Capability NOW! Evolutionary Acquisition • Incremental - End-state Requirement is Known • Requirements Met Over Time in Several Increments • Spiral - End-state Requirements are not Known • Desired Capability Identified • Future Increments Dependent Upon • Technology Maturation • User Feedback • Business Case Analysis • Life-cycle Cost and Affordability • Systems Engineering Approach • Performance Based Logistics • Cost as an Independent Variable 050425_APBI_JPEO

10. Outcomes or Purpose Drive Acquisition and Contract Structure NOT How to Perform the Work Defense Acquisition Contracts • Performance–based Contracting • Incentives – Monetary and Non-monetary • Past Performance • Competition • Earned Value Management Systems • Cost Sharing • Contractors Earn Reasonable Rewards • Imposes no Unusual Contractor Investment or Risk • Commercial Technology / Items • Leverage Contractor Investment • Small Business Participation 050425_APBI_JPEO

11. Help Frame the Problem An Astute Contractor is our Best Business Partner! Proposal Basics • Know Your Customer • Culture • Environment • Organization • Know the Rules • Federal Acquisition Regulation • Defense Supplement • Service/ Agency Supplements • Source Selection Evaluation Boards - How They Work • Understand Rating Scheme: Section M – Evaluation Factors • Understand the Requirements: Section C – Scope of Work • Pre-Solicitation Conferences • Questions and Clarifications • Follow the Instructions: Section L – Instructions to Offerors 050425_APBI_JPEO

12. Does Your Proposal Answer These Questions? Solicitation Responses • What are Your Measurable and Quantifiable Goals and Objectives ? • How do They Support the Overall Program? • How are Your Proposed Methods Linked to the Objectives You Have Defined? • How Will Your Chosen Methods Fulfill the Project's Objectives? • How Will Your Methods Satisfy the Requirements and Capabilities on Which the Solicitation is Focused? 050425_APBI_JPEO

13. How to Better Meet Warfighter Capability Requirements and Your Corporate Goals Proposal Tips • Highlight Relevant Experience • Use Clear and Concise Language • Address Important Capability Issues • Provide Strong and Logical Rationale • Use Innovative, Creative and Original Thinking • Read, Understand and Comply with Section L • Provide Answers/Information Congruent with the Selection Criteria – Section M • Determine the Appropriate Scope for the Task • Specify Outcomes, Milestones and Deliverables • Write a Focused, Coherent, and Well Reasoned Proposal 050425_APBI_JPEO

14. The Bottom Line – Return on Investment 050425_APBI_JPEO