Tag Archive for federal contracts

Proposal Writing Tips

June 5, 2014 Proposal Writing No comments

Federal proposal writing is misunderstood, frustrating, expensive, and demoralizing. You must have an experienced federal proposal writer (commercial experience doesn’t count), hire someone with experience, or use an outside service.

Most federal insiders consider proposal writing the Achilles heel of the business but know how to play the game and keep their proposal costs within reason.

Secret 1 for newcomers: Don’t write proposals for customers to whom you haven’t sold, or at a minimum, who at least know who you are. Bidding opportunities galore may appear wide-open to all, but invariably they have already been pre-sold by one or more companies well before the opportunity becomes publicly announced.

Secret 2: Some federal contracting officials may imply to newcomers that pre-selling is “naughty” when in fact it is encouraged by federal regulation. How could they buy things without knowing what they are buying? Do you buy software without knowing what you are buying and its value way before you spend the money?

Secret 3: Requests for Proposal (RFPs) are made purposely complex to justify contract awards to aggrieved losers, federal auditors, or the public and press, if they ask.

Can Small Businesses Win Multiple Award Contracts (MACS)?

July 24, 2013 Federal Contracting No comments

Yes, but in the following limited circumstances.

Huge professional services and information technology MACs have a small portion of the budget set-aside for small businesses. Small businesses experienced in the market have the best chance of winning a MAC but newcomers can win them with the right qualifications and experience.

GSA schedules are ideal MACs for small business because:

  • Schedules are open to small businesses and large commercial companies without government experience.
  • Schedules are government-wide MACS covering almost all products and services and any agency can place an order with any company holding a GSA schedule.
  • Most importantly, GSA schedules are always open for a proposal as opposed to all other MACS which open and close for a set bidding period. The door slams shut at the closing date for proposals for non-GSA schedule MACs and only the winners can participate in fulfilling orders for billions over 5 years or more.