We have just finished the final quarter of the federal fiscal year, during which more than 40% of the federal budget (or $200 billion) was spent with contractors, according to a recent Deltek report. In order to win these contracts, a contractor generally answers a Request for Proposal (RFP) or other contract announcement. Competition is stiff, and the RFP response process is time-consuming and costly.
After investing the time, money and energy in responding to a bid and losing, if a businessperson could sit down face-to-face with decision-makers to find out what went wrong and why his RFP response did not make the cut, would that not be a valuable meeting? If one could meet the decision-makers face to face and have open discussion and learn how to improve the next bid, would that be a worthwhile use of time?
The federal market offers this meeting process; it is called a debriefing.
The Federal Acquisition Regulations (FAR 15.505) stipulate that a contractor may request a debriefing either before or after the contract award. There are specific requirements and deadlines one must follow, and the government representatives have specific limits as to what they can and cannot discuss.
Typical government attendees include the contracting officer, contracting specialist, legal counsel and technical and cost personnel. Topics open for discussion include the following.
• The agency's evaluation of the significant weak or deficient factors in the offeror's offer
• The overall evaluated cost and technical rating of the offer of the contractor awarded the contract and the overall evaluated cost and technical rating of the offer of the debriefed offeror
• The overall ranking of all offers
• A summary of the rationale for the award
• Reasonable responses to relevant questions posed by the debriefed offeror as to whether source selection procedures set forth in the solicitation, applicable regulations and other applicable authorities were followed by the agency; and
• If an award is made under a Best Value approach, the rationale for paying a premium for additional technical ability should be explained
Asking for, and participating in, a debriefing can be the most valuable time a contractor can spend in the RFP process. Those willing to leave their ego at the door and learn how to improve may walk away with the next RFP response logged in the "win" column.
Check with the contractors noted here for possible subcontracting opportunities on these and other federal contract awards.
• 3e Technologies International, Rockville, won a $9,923,241 contract from the Naval Surface Warfare Center for the design, development, integration, testing and implementation of critical infrastructure sensor network at government sites for the Naval Surface Warfare Center, Corona Division.
• BAE Systems Technology Solution & Services, Rockville, won a $49,233,586 contract from Peterson Air Force Base for the management, operation, maintenance and logistical support of the Solid State Phased Array Radar Systems.
• G-W Management Services, Rockville, won a $9,877,500 contract from The Naval Facilities Engineering Command for the construction of a new wastewater treatment plant at Camp Upshur, Marine Corps Base, Quantico, Va.
• Integrity Consulting Solutions, Frederick, along with four other companies, won a $33 million total contract from The Naval Facilities Engineering Command for antiterrorism and force protection in support of the Naval Facilities Engineering Service Center, Port Hueneme, Calif.
• Lockheed Martin Integrated Systems, Bethesda, won a $9,870,000 contract from the Naval Sea Systems Command for Submarine Warfare Federated Tactical System systems engineering and integration and Universal Launch and Recovery Module efforts.
• MultiLingual Solutions, Rockville, won a $250 million contract from MacDill Air Force Base for foreign language, regional expertise and cultural training to students from U.S. Special Operations Command's four service components.
• Neany Inc., Hollywood, won a $13,331,687 contract from the Naval Air Warfare Center Aircraft for continuing operator support services to Persistent Ground Surveillance System operators, field service representatives and technicians for the U.S. Army.
• Northrop Grumman Corp., Linthicum, won a $33,158,857 contract from The Defense Advanced Research Projects Agency for The Advanced Rotary Wing Multifunction Sensor, Multifunction RF program Phase II.
• Thales Communications, Clarksburg, won a $368,724,343 contract from The Space and Naval Warfare Systems Center Pacific for Consolidated Single Channel Handheld Radios.
• The Whiting-Turner Contracting Co., Baltimore, won a $14.2 million contract from the Naval Facilities Engineering Command for construction of the child development center addition/alteration at the Naval Support Activity, Walter Reed National Military Medical Center.
Gloria Berthold Larkin is president of TargetGov in Baltimore. Visit http://www.targetgov.com/ or call 866-579-1346 for more information.
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