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Archive for the ‘Bids & Proposals’ Category

10Jun

Proposal Color Teams – Part 2

by Wendy Frieman

The first blog on this topic laid out all the ways that color teams don’t work. It would be easy to conclude that proposal teams should simply skip this step in the interest of efficiency and improved morale. This would be a big mistake. This segment explains why these reviews are absolutely critical and the...

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3Jun

Negotiating Terms and Conditions

by Christi Gilbert

Government prime contracts nearly always contain pre-determined terms and conditions from the Federal Acquisition Regulations (FAR) and agency-specific FAR Supplements. There is little opportunity to negotiate these terms. During the proposal stage, contractors can take exception to these terms, but must be very judicious in doing so, as their proposals may be non-compliant if the...

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27May

Proposal Color Teams – Part 1

by Wendy Frieman

The color team concept is familiar to many who have submitted proposals to the federal government. To those with a lot of experience, the color team process is often a source of frustration. This is because it consumes valuable time and energy, and often does not result in a better proposal. To understand why, it...

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20May

Case Study: Prototyping, Salient Characteristics and Requirements Definition

by Tim Griggs

This article is a case study that explores the issue of prototyping and pre-determination in the definition of requirements.  The government’s challenge in soliciting a requirement is in meeting the FAR requirements for competition among possible sources or justifying the decision to limit competition.  The process of determining the best course of action for such...

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13May

Profit: How Much is Too Much?

by Steve Lucianetti

In the commercial marketplace the question of profit usually is not a subject for discussion when buying a product.  As consumers we accept an inherent principle that market place competition drives suppliers to the lowest price.  We don’t care how Amazon can beat Walmart on the price of a toaster oven.  We also don’t care...

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