Proposal Strategies
KYPTAC.com
Seminarwillstartshortly– pleasestandbyandputyourcomputerorphoneonmuteplease
Procurement Technical Assistance Center (KYPTAC)
LunchandLearnSeminar9January2017
Proposal StrategiesProcurement Technical Assistance Center (KYPTAC)
LunchandLearnSeminar9January2017
KYPTAC.com
• Housekeeping(mute,questions,etc…)• KentuckyPTACbackground• KentuckyPTACservices• KentuckyPTACintegrationwithotherservicesinKY• Governmentprocurementcycleandwhatitmeanstoyou• Howshouldyouapproachwritingaproposal– strategy• Questions
ProposalStrategyAgenda
• Mission:PromoteKentuckyeconomicdevelopmentby assistingcompaniesintheprocessofprovidingproductsandorservicestoFederal,State,andLocalgovernment.
• Funding:GrantfromtheDefenseLogisticsAgencywithmatchingfundsfromtheKentuckyCabinetforEconomicDevelopment.
• Strategy:KYPTACexistsaspartofabroader“funnel” ofbusinessdevelopmentresourcesforKentuckybusinesses.Specifically,wework withexistingcompaniesinterestedinsellingtothegovernment. TheKYPTACworkswithourInnovationNetworkpartners,SmallBusinessDevelopmentCenters(SBDC)andtheCabinetforEconomicDevelopmentasakeyplayerinKentucky’sstrategyforeconomicdevelopment.
KentuckyProcurementTechnicalAssistanceCenter
• DeterminingSuitabilityforGovernmentContracting• AssistcompaniesinsecuringNecessaryRegistrations• IdentifyingBidOpportunities• AssistwithSDB,8(a),HUBzone andothercertifications• ProposalTechniquesandReview• ResearchingProcurementHistories• ReviewingContractTerms&Conditions• GovernmentContractPerformanceIssues• Networking&BusinessDevelopment
KYPTACServices
CombineResourcesforImmediateWinsforSmallBusinessinKentucky
Requirement• RequirementsZone
• Pre-solicitation• Needsidentification
• MarketResearchZone• Requestforinformation
• SolicitationZone• Draftrequestforproposals• Requestforproposals
• SourceSelectionZone– Evaluation• Bestvalue• Lowpricetechnicallyacceptable• Awardthecontract
• PerformanceZone
GovernmentProcurementProcess
MarketResearch- RFI
Solicitation- RFP
Execute
Re-compete
SourceSelection
Whenshouldyoustarttheproposalprocess?
Maybetoolate
Advantage
Requirement
MarketResearch- RFI
Solicitation- RFP
Execute
Re-compete
SourceSelection
Yesterday
Alignthecapture/proposalprocesswiththerequirementIDcustomeranddevelopmarket
Validateopportunityanddevelopsolution
Createandagreeonwinstrategy
Proposalpreparationanddevelopment
Preparetoexecutewhenyouwin
Programconcept– howwillyouexecute
Programexecution
Requirement
MarketResearch- RFI
Solicitation- RFP
Execute
Re-compete
SourceSelection
• Leadinvestigator• Capturemanager• Proposalmanager• Programmanager• Captureteam– byfunction
• Finance• Contracts• Legal• Programmanagement• Engineering• Supplychain– subcontracts• Qualityassurance• Humanresources
Whomakesupthecapture/proposalteam?IDcustomeranddevelopmarket
Validateopportunityanddevelopsolution
Createandagreeonwinstrategy
Proposalpreparationanddevelopment
Preparetoexecutewhenyouwin
Programconcept– howwillyouexecute
Programexecution
• Leadinvestigator• Capturemanager• Proposalmanager• Programmanager• Captureteam– byfunction
• Finance• Contracts• Legal• Programmanagement• Engineering• Supplychain– subcontracts• Qualityassurance• Humanresources
Whomakesupthecapture/proposalteam?IDcustomeranddevelopmarket
Validateopportunityanddevelopsolution
Createandagreeonwinstrategy
Proposalpreparationanddevelopment
Preparetoexecutewhenyouwin
Programconcept– howwillyouexecute
Programexecution
I’masmallbusiness– HowcanIdoallthis?
Shapetherequirement– createalevelplayingfield
SmallSetAside
TeamforPP
Requirement
MarketResearch- RFI
Solicitation- RFP
Execute
Re-compete
SourceSelection
Knowyourcustomer
Shapethebattlefield
ReadtheRFP
YourKYPTACisheretohelp– futureseminars
IDcustomeranddevelopmarket
Validateopportunityanddevelopsolution
Createandagreeonwinstrategy
Proposalpreparationanddevelopment
Preparetoexecutewhenyouwin
Programconcept– howwillyouexecute
Programexecution
Requirement
MarketResearch- RFI
Solicitation- RFP
Execute
Re-compete
SourceSelection
GotoKYPTAC.com/eventsandcheckitout
Questions
Letmeknowwhatyourquestionisinthechatroom
KYPTAC.com- [email protected] [email protected] [email protected] [email protected]
