Server: Microsoft-IIS/3.0 Date: Mon, 29 Dec 1997 20:17:06 GMT Content-Type: text/html Accept-Ranges: bytes Last-Modified: Fri, 29 Aug 1997 16:26:40 GMT Content-Length: 10405 Proposal Development Training Capability

[EA]

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Proposal Development Training Capability

 

Successful Proposal Strategies for Small Businesses: Winning Government, Private Sector, and International Contracts (Boston and London: Artech House, Inc., 1997)

www.artech-house.com or 1.800.225.9977

$59.95

Contents:

1. Competitive proposals and small business: From set-asides to full and open competition. Small business constraints. Maximizing small business strengths. Organizing your company to acquire new business. Effective strategic and mission planning.

 2. Marketing to and with your clients: More than just selling. Transactions are personal. Listen to your client. Infuse the marketing intelligence into your proposal. Intelligence gathering and analysis techniques. Call plans. Maintain management visibility on your contracts. Commercial-off-the-shelf acquisition. Pursuing firm fixed price and invitation for bid opportunities. Using a request for information and request for comment as valuable marketing tools. Standard form 129s and contractor prequalification statements. Ethics in marketing and business development. Advertising, trade shows, and public relations.

 3. Request for proposals: Part I -- the schedule. Part II -- contract clauses. Part III -- list of documents, exhibits, and other attachments. Part IV -- representations and certifications. The importance of Section L (instructions to offerors). Section M (evaluation criteria): toward a maximum score. Influencing the content of an RFP -- legitimately. Other types of solicitation documents.

 4. The federal acquisition process -- new directions: Statutory and regulatory requirements for competition. The source selection process. Full and open competition. Major contract types. Significant recent paradigm shifts in federal government acquisition. Understanding the impact of the Federal Acquisition Streamlining Act of 1994. Federal acquisition computer network. Benefits of electronic data interchange. Understanding ANSI X12 standards. Sources of information on electronic commerce/electronic data interchange. Department of Defense Electronic Commerce Office. DoD Electronic Commerce Information Center. DoD electronic commerce/electronic data interchange infrastructure. Using value-added networks and value-added services. Electronic commerce outside of DoD.  

5. The proposal lifecycle: What is a proposal in the competitive federal and commercial marketplace? Where does the proposal fit into the total marketing lifecycle? Bid/no bid decision making process. Planning and organizing. Kickoff meeting. Writing. Major contractor review cycles. Preparing for orals and best and final offer. Debriefings (refer to FAR 15.1003).

 6. Major proposal components: Transmittal letter. Technical volume. Management volume. Cost volume. Government contract requirements.

 7. Acquisition and proposal team activities: Formation and function of acquisition teams. Pre-kickoff activities. Proposal kickoff meeting. Post-kickoff activities.

 8. The role of the proposal manager: Generalized job description. The growing importance of oral presentations. Attending to the details. Control of the schedule. Training additional staff in proposal management skills. Finish the job at hand. Successful proposal managers.

 9. Structuring international proposals: In-country partnerships. Host country procurement environments. Import-export considerations and technology transfer. Risk assessment. Terms and conditions.

 10. Proposal production/publication: Internal documentation standards. Document configuration management and version control. Freelance and temporary publication staff. Incorporating technical brilliance up to the last minute. Graphics are an integral part of your proposal. Role and structure of your publications group. Software and hardware compatibility, standards, and recommendations. Electronic proposal submittal and evaluation. Important documentation tips.

 11. Human and organizational dynamics of the proposal process: Modifying our thinking to win. Building a competitive work ethic. Strong link between project performance and proposal success. Proposals can be fun! Maximizing human intellect.

 12. Controlling bid and proposal costs: What does it cost to get new business, and how are those costs recovered? Tracking B&P expenditures. Business development bonus policy. Stretching limited marketing funds.  

13. Tried and true proposal writing and editing techniques: Proposals are sales documents. Active voice adds strength and saves space. Guide the client's evaluators through your proposal. Action captions. Methods of enhancing your proposal writing and editing. Government-recognized writing standards. Additional sources of writing guidance.

 14. Packaging and managing proposal information: The all-important resumes. Project descriptions (project summaries). Proposal boilerplate ("canned" or "reuse" material). Marketing targets. Corporate library.  

15. Planning and producing SF254/255 responses for architect-engineer services: SF254/255 and the FAR. Understanding the required structure of the response. Overall strategy of response. Build Block 7 first. Block 8: selling your project experience. Block 10: structure according to the evaluation criteria. Block 10 outlining. Other Blocks. Subcontractor participation. Building teaming agreements.

Contact Robert S. Frey, M.A., at rsf@eaest.com

 
 
Robert Frey's substantive book, Successful Proposal Strategies for Small Businesses, will prove to provide important day-to-day guidance to small business entrepreneurs and managers. Frey presents a step-by-step picture of the complexities of the proposal response and marketing lifecycles that is built upon the hard-won "lessons learned" of 400+ proposals over the past decade. Successful Proposal Strategies for Small Businesses will serve as a critical tool in achieving contract awards in the government and private sector.
 

Dr. Donald A. Deieso, President and CEO
EA Engineering, Science, and Technology, Inc. (NASDAQ: EACO)
Baltimore, Maryland
410.584.7000

Dr. Deieso is chairman of the Environmental Technologies Trade Advisory Committee
(ETTAC), a private-sector group formed by the U.S. Secretary of Commerce to advise
the Federal Government on environmental matters relating to exports. Dr. Deieso also
serves as chairman of the International Engineering and Construction Industries Council
(IECIC), a consortium of leading engineering, construction, and architectural trade
associations.He is also a member of the Board of Directors of the Environmental Export
Council, an organization comprised of CEOs of leading environmental companies. In
addition, he also serves on the Congressional Superfund Advisory Council.

 

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Telephone: 410-584-7000
Fax: 410-771-1625
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