FEDERAL Govt Contracting - Unsolicited Proposals

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Unsolicited Proposals - Why, What How US
Federal Government Contracting Webinar Series -
2016 Presented By Ali Paskun, CF APMP JUNE 15,
2016
2
2016 US Federal Government Contracting Webinar
Series
CALENDAR OF EVENTS (All Webinars are at 12pm EST
Recorded) JUNE 1 - Maximizing The Value of
Your GovCon Business  https//attendee.gotowebinar
.com/register/74156936435694851 JUNE 2 - Capture
Planning - To Bid Or Not To Bid  https//attendee.
gotowebinar.com/register/7051206926535220483  JUN
E 3 - Teaming Agreements - The Good, The Bad
The Enforceable  https//attendee.gotowebinar.com/
register/7352313683359938307 JUNE 6 - Teaming
With Tribally Owned 8(a) Businesses https//attend
ee.gotowebinar.com/register/4324839202604449539 J
UNE 7 - Color Reviews For Successful
Proposals  https//attendee.gotowebinar.com/regist
er/3973323136181419267 JUNE 8 - Preparing The
FSO for a DSS Audit  https//attendee.gotowebinar.
com/register/423786240906737667 JUNE 9 - Life
After 8(a) - Best Practices Case
Study  https//attendee.gotowebinar.com/register/6
473232146721067779 JUNE 10 - The Politics Of
Procurement   https//attendee.gotowebinar.com/reg
ister/3924758807094447107  JUNE 13 - Contract
Administration - Best Practices  https//attendee.
gotowebinar.com/register/2132047978959217667 JUNE
14 - So You Have A Facility Clearance, Now
What?  https//attendee.gotowebinar.com/register/9
028972158695833091 JUNE 15 - Unsolicited
Proposals - Why, What How. https//attendee.goto
webinar.com/register/4729436391901262849 JUNE 17
- SBIR's - The Good, The Bad The
"How" https//attendee.gotowebinar.com/register/63
37198369128857857
3
2016 US Federal Government Contracting Webinar
Series

• AGENDA

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2016 US Federal Government Contracting Webinar
Series

• AGENDA
• Introduction HOST
• Introduction - GUEST
• Presentation
• Conclusions
• Q A

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2016 US Federal Government Contracting Webinar
Series

• INTRODUCTION
• Host

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2016 US Federal Government Contracting Webinar
Series

• Jennifer Schaus
• About The Host

Approx 20 Yrs in Gov Contracting Career
DB (Govt Division) Federal
Sales GSA Scheds Frequent Speaker Chambers,
NCMA, AFCEA, etc Member WIPG Education
Towson University B.A. UC Berkeley -
Leadership Accelerator Cornell University
- Exec Leadership
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2016 US Federal Government Contracting Webinar
Series

• Jennifer Schaus
• Jennifer Schaus Associates

DC Based Consulting Firm Over 10 Yrs in
Business Support Services for Gov
Cons Proposal Writing / Contract Vehicles
(GSA) Sales Biz Dev Certifications SBA
8(a) SDVO etc. Events
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2016 US Federal Government Contracting Webinar
Series

• INTRODUCTION
• Guest

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2016 US Federal Government Contracting Webinar
Series

• Ali Paskun, CF.APMP
• ABOUT OUR SPEAKER

More than 30 years GovCon experience Career
Proposal Manager, Director, and Consultant
Member APMP (APMP Fellow Foundation level
certification) Women in Technology Presenter
APMP Bid and Proposal Con, APMP NCA Chapter Boot
Camp, Mid-Atlantic Consultants Network, National
Grant Professionals Association Conference
Education BS, University of Maryland University
College, Communications
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2016 US Federal Government Contracting Webinar
Series

• Ali Paskun
• ABIL Solutions, LLC

MD-based consulting company focused on helping
small businesses grow Consulting and training
on bidding on government contracts Proposal
Management, Writing, Editing, Color Team
Reviews Strategy Development Opportunity and
Competitive Assessments Design/Implement
Processes Training
YOUR LOO HERE
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2016 US Federal Government Contracting Webinar
Series

• PRESENTATION

• Unsolicited Proposals - Why, What How

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2016 US Federal Government Contracting Webinar
Series

• WHY?
• Recommend a new and innovative idea
• FAR 15.603(a) Unsolicited proposals allow
  unique and innovative ideas or approaches that
  have been developed outside the Government to be
  made available to Government agencies for use in
  accomplishment of their missions.
• FAR Federal Acquisition Regulation
• www.acquisition.gov

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2016 US Federal Government Contracting Webinar
Series
WHAT? FAR 2.101 defines an unsolicited proposal
as a written proposal for a new or innovative
idea that is submitted to an agency on the
initiative of the offeror for the purpose of
obtaining a contract with the Government, and
that is not in response to a request for
proposals, Broad Agency Announcement, Small
Business Innovation Research topic, Small
Business Technology Transfer Research topic,
Program Research and Development Announcement, or
any other Government-initiated solicitation or
program.
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2016 US Federal Government Contracting Webinar
Series

• WHAT?
• To comply with FAR 15.6, a valid unsolicited
  proposal must be
• Innovative unique
• Independently originated developed by the
  offeror
• Prepared without Government supervision,
  endorsement, direction, or direct Government
  involvement

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2016 US Federal Government Contracting Webinar
Series

• WHAT?
• To comply with FAR 15.6, a valid unsolicited
  proposal must
• Include sufficient detail to permit a
  determination that Government support could be
  worthwhile and the proposed work could benefit
  the agencys research and development or other
  mission responsibilities
• Not be an advance proposal for a known agency
  requirement that can be acquired by competitive
  methods
• Not address a previously published agency
  requirement

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2016 US Federal Government Contracting Webinar
Series
HOW?
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2016 US Federal Government Contracting Webinar
Series

• HOW?
• Submit the proposal far in advance of the
  desired start date of the government contract
• Ensure commitment to funding be on solid
  ground
• Have discussions with government contract,
  program, and technical staff to ensure there is a
  need for what is being proposed
• These discussions can reveal technical
  objections or other information that may help
  shape the proposal to ensure it meets the
  agency's needs

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2016 US Federal Government Contracting Webinar
Series

• HOW?
• Agencies are required to provide the following
• Definition content acceptable for formal
  evaluation.
• Requirements concerning responsible prospective
  contractors organizational conflicts of
  interest.
• Preferred methods for submitting ideas/concepts
  to the Government
• Agency POC
• Information sources on agency objectives areas
  of potential interest
• Submission evaluation procedures
• Instructions for identifying marking
  proprietary information

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2016 US Federal Government Contracting Webinar
Series

• HOW?
• Unsolicited proposals should contain 3 types of
  information to be considered by the agency in an
  objective timely manner
• Basic
• Technical
• Supporting

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2016 US Federal Government Contracting Webinar
Series

• HOW?
• BASIC Information
• Offeror name, address, type of organization
  (profit, nonprofit, educational, small biz, 8a,
  etc.)
• Information for technical business personnel to
  be contacted for evaluation or negotiation
• Identification of proprietary data to be used
  only for evaluation purposes
• Names of Federal, State, or local agencies or
  parties receiving the proposal or funding the
  proposed effort
• Date of submission
• Signature of a person authorized to represent
  contractually obligate the offeror

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2016 US Federal Government Contracting Webinar
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• HOW?
• TECHNICAL Information
• Concise title abstract of the proposed effort
• A reasonably complete discussion that includes
  the
• objectives of the effort or activity
• method of approach extent of effort to be
  employed
• nature extent of the anticipated results
• manner in which the work will help to support the
  agencys mission
• Names biographical information on the offerors
  key personnel, including alternates
• Type of support needed from the agency e.g.,
  Government property or personnel resources

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2016 US Federal Government Contracting Webinar
Series

• HOW?
• SUPPORTING Information
• Proposed price or total estimated cost
• Period of time for which the proposal is valid
• Type of contract preferred
• Proposed period of performance
• Brief description of the organization, previous
  experience, relevant past performance
  facilities to be used
• Other statements, if applicable, about
  organizational conflicts of interest, security
  clearances, environmental impacts
• Names telephone numbers of agency technical or
  other agency POCs already contacted regarding
  the proposal

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2016 US Federal Government Contracting Webinar
Series

• HOW?
• Remember Proposal 101
• Hot buttons
• Features
• Customer benefits
• Win themes
• Past performance
• Corporate experience
• Graphics with action captions
• Risk mitigation
• Quality assurance

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2016 US Federal Government Contracting Webinar
Series

• TIME TO SUBMIT.
• Government REVIEW
• And
• Government EVALUATION

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2016 US Federal Government Contracting Webinar
Series

• HOW?
• Criteria for Initial Government REVIEW
• Is valid meets FAR requirements
• Is related to the agency mission
• Contains sufficient technical information cost-
  or price-related information
• Has overall scientific, technical, or
  socioeconomic merit
• Has been approved by a responsible official or
  other representative authorized to obligate the
  offeror contractually
• Complies w/ the marking requirements

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2016 US Federal Government Contracting Webinar
Series

• HOW?
• Minimum Government EVALUATION Factors
• Unique, innovative, meritorious methods,
  approaches, or concepts
• Overall scientific, technical, or socioeconomic
  merits
• Potential contribution of the effort to the
  agencys specific mission
• Offerors capabilities, related experience,
  facilities, techniques, or unique combinations of
  these that are integral factors for achieving
  objectives
• Qualifications, capabilities experience of key
  personnel
• Realism of the proposed cost.

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2016 US Federal Government Contracting Webinar
Series

• HOW?
• After evaluation, an unsolicited proposal is
  returned to the Offeror if its substance
• Is available to the Government w/o restriction
  from another source
• Closely resembles a pending competitive
  acquisition requirement
• Does not relate to the activitys mission
• Does not demonstrate an innovative unique
  method, approach, or concept, or is otherwise not
  deemed a meritorious proposal

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2016 US Federal Government Contracting Webinar
Series

• HOW?
• The agency Contracting Officer contacts the
  Offeror to being contract negotiations on a sole
  source basis when the
• Unsolicited proposal receives a favorable
  comprehensive evaluation
• Justification approval has been obtained
• Agency technical office sponsoring the contract
  furnishes the necessary funds

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2016 US Federal Government Contracting Webinar
Series

• CONCLUSIONS

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2016 US Federal Government Contracting Webinar
Series

• CONCLUSIONS

• Review FAR requirements to ensure it meets
  criteria
• Review the proposed solution then review it
  again again
• Represent a substantial investment of time
  effort by the offeror
• If awarded, be prepared to potentially make a
  substantial investment of time effort
• It may not be responding to a structured RFP, but
  it is still a proposal

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2016 US Federal Government Contracting Webinar
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• Q A

32
CONTACT DETAILS Ms. Jennifer L.
Schaus Washington DC 1 - 2 0 2 3 6 5 0 5 9
8 jschaus_at_jenniferschaus.com www.JenniferSchaus.c
om ------------------------------ Ali
Paskun Bel Air, MD 4 1 0 4 5 6 - 5 6 2
3 ali_at_abilsolutions.com http//www.abilsolutions.c
om
33
2016 US Federal Government Contracting Webinar
Series
CALENDAR OF EVENTS (All Webinars are at 12pm EST
Recorded) JUNE 1 - Maximizing The Value of
Your GovCon Business  https//attendee.gotowebinar
.com/register/74156936435694851 JUNE 2 - Capture
Planning - To Bid Or Not To Bid  https//attendee.
gotowebinar.com/register/7051206926535220483  JUN
E 3 - Teaming Agreements - The Good, The Bad
The Enforceable  https//attendee.gotowebinar.com/
register/7352313683359938307 JUNE 6 - Teaming
With Tribally Owned 8(a) Businesses https//attend
ee.gotowebinar.com/register/4324839202604449539 J
UNE 7 - Color Reviews For Successful
Proposals  https//attendee.gotowebinar.com/regist
er/3973323136181419267 JUNE 8 - Preparing The
FSO for a DSS Audit  https//attendee.gotowebinar.
com/register/423786240906737667 JUNE 9 - Life
After 8(a) - Best Practices Case
Study  https//attendee.gotowebinar.com/register/6
473232146721067779 JUNE 10 - The Politics Of
Procurement   https//attendee.gotowebinar.com/reg
ister/3924758807094447107  JUNE 13 - Contract
Administration - Best Practices  https//attendee.
gotowebinar.com/register/2132047978959217667 JUNE
14 - So You Have A Facility Clearance, Now
What?  https//attendee.gotowebinar.com/register/9
028972158695833091 JUNE 15 - Unsolicited
Proposals - Why, What How. https//attendee.goto
webinar.com/register/4729436391901262849 JUNE 17
- SBIR's - The Good, The Bad The
"How" https//attendee.gotowebinar.com/register/63
37198369128857857