Technical Writing Company Specializing in Government Proposals
Must Implement a Winning Strategy
one of your
current contracts comes up
for re-solicitation, as the incumbent, you may be tempted to think that
your proven performance and experience with the contract provides all
the edge you need to re-win the contract. However, as the incumbent,
the evaluators will expect a much greater level of detail and
specificity in your proposal when compared to those of your
As the incumbent,
technical/administrative and proposal development team members must
work closely together to develop and implement a winning strategy:
the new solicitation with your current contract and identify any
changes. What do these changes
signify? Do they reflect changes/advances in your industry? Do they
reflect the requirements and methodologies you already employ? Do they
indicate a desire on behalf of your customer to increase or decrease
the current level of service? Does any wording or requirements in the
proposal seem to be related directly to your performance as the
the Project's technical library fully accessible to your proposal team.
Your proposal team will need to evaluate current plans and procedures
you have in place against the proposal requirements. Current plans may
need to be revised in light of innovations, new contract requirements,
new regulations, improved methodologies, and the like.
evaluate your current relationship with the customer.
Are there any problems or performance issues that have arisen? Have
these issues been addressed successfully? Have you taken preventive
measures to prevent recurrence of any problems? Whether or not the
proposal requests that you identify any such performance problems (and
usually, such information is requested), be honest in your proposal in
addressing such issues, even when they have been resolved successfully.
any areas, methods, and/or technology you are able and willing to
incorporate that would improve services.
Clearly identify and include these new innovations in your proposal.
Ideally, such improvements will not adversely impact price. If such
innovations would relate to an increase in cost, if the solicitation
does not forbid alternate/multiple proposals, consider providing an
alternate proposal in addition to your primary one that will allow the
evaluators to determine if the additional cost in exchange for the
improved/additional services is a trade-off they are willing to accept.
stating you are the incumbent isn't enough.
The evaluators are only allowed to evaluate what is presented in the
proposal in accordance with the evaluation factors. To the greatest
extent possible within the proposal requirements, your proposal must
detail your knowledge of and experience with the contract. Where
permissible, you will want to include positive evaluations, letters of
commendation, and the like you have received during your performance as
incumbent, just as you should for the other relevant contract
experiences you include-you can't assume that the evaluators are aware
of any kudos you've received as the incumbent. You will want to discuss
challenges you have met successfully during your performance, as well
as any services you have provided that have gone "above-and-beyond"
your requirements as contractor. Remember-the evaluators can only
evaluate these items when you include them!
remember that evaluators expect more from an incumbent's proposal.
Whereas a non-incumbent's proposal is usually solely based upon
information provided in the solicitation and obtained through the site
visit and pre-proposal conference, as the incumbent, the evaluators
will expect to see your experience with and knowledge of the contract
translate into a much greater level of detail. Any information you
provide -- be it service or personnel schedules, listings of supplies
materials, personnel resumes, safety plans, property control plans, or
the like -- must be detailed and specific to the contract to the
greater level of detail necessary for a successful incumbent proposal
may make the proposal preparation more time-consuming, but the
additional effort, combined with a competitive price in your cost
proposal, will make your proposal stand head and shoulders above those
of your competitors.
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