CAPTURE PLANNING – Uncovering Contract Opportunities

1. CAPTURE PLANNING – Uncovering Contract Opportunities December 08, 2010 Collaboration Redefined

2. AGENDA • Types of Capture • Adhoc Capture • Planned Capture • Identify Expertise • Client Knowledge • Representations and Certifications • Proposal Development Process • Proposal Review Topics • Evaluation – Optimizing Proposal Opportunities • Proposal Review & Quality Checks • Questions Collaboration Redefined

3. Type of Capture • Adhoc Capture • Opportunistic, right place at the right time with the right tools • No intel on the opportunity • Bid on a solicitation from the FBO and got lucky • FedBid opportunity • Planned Capture • Knowledge and intel of the capture (sources sought or a re-compete) • Knowledge of the Client, attend industry days • Know your competition • Ensure proper teaming based on Past Performances and support • Ensure the small business representatives are aware of your industry presence in the agency. Collaboration Redefined

4. Identify Expertise • Do you have a minimum of three past performances and references to back your Company for the capture that you are planning for? • Have you identified your partners? • Do you have personnel who have functional and subject expertise? • Do you have any patents or any publications to speak stories on innovation? • Do you have differentiators vis-à-vis CMMi or ISO accreditations? • What are the Win Themes or success stories that you can speak of? • Why should the work be awarded to you? Collaboration Redefined

5. Client Knowledge • What do you know of the Agency or Client? What are the current problems, what is the legacy systems in place. All this is public information. • Ask questions or utilize FOIA (Freedom of Information Act) • See if the opportunity that you intend to pursue has an incumbent, then try gathering intel if the incumbent is well liked? • Does the Client know you, it is not important who you know but it is very important who knows you. • Provide white papers to the Client if you can. • Do understand the rates (both highs and lows) the Client likes to work with. Collaboration Redefined

6. Representations & Certifications • Are you registered on the CCR (Central Contractor Registration), if not it takes 48 hours, link is www.ccr.gov • If you are registered in the CCR, check if the ORCA (On-line Reps & Certs Application) is up to date. • If the ORCA is updated then it is easy to address Section K of any solicitation that you are planning to respond to. • Check if the NAICS (North American Industry Classification System) is updated with the NAICS code identified in the opportunity that you are pursuing Collaboration Redefined

7. Proposal Development Process Collaboration Redefined

8. Proposal Review Topics • Proposed solution • RFP compliance • Score • Bid strategies • Additions • Deletions • Changes/corrections • Experience • Themes • Graphics/illustrations Collaboration Redefined

9. Evaluation – Optimizing Proposal Opportunities • Common Evaluation Criteria (Section M adjectives) • General Points • Technical Approach • Management Approach • Key Personnel and Staffing Approach • Corporate Experience/Past Performance Collaboration Redefined

10. Proposal Review Types and Quality Checks Collaboration Redefined

11. Questions?? Collaboration Redefined