Proposal management is on the rise. Here is why that matters.
The 2018 Bid and Proposal Con hosted by the Association of Proposal Management Professionals (APMP) sold out this year. Founded 25 years ago, APMP is the Association of Record for Bid, Proposal, Business Development, Capture and Graphics Professionals and they set the industry standard for responding to RFPs.
Held over four days, the conference included trainings about proposal design, evaluation/success metrics, writing strategies, video/virtual proposals, cost estimation, and more.
Keynote speaker Christoph Mlinarchik, a government contracting specialist, spoke on the topic of Federal Acquisition Regulation (FAR) reform. The following are three critical takeaways:
1. Small Business Reform– The Section 809 Panel is leading the charge for the Department of Defense (DOD) acquisition reform. Volume 1 of the panel’s report was released in early 2018 and essentially states the DOD needs to create a small business strategy that aligns with the department’s mission.
2. “New” Procurement Type– A hot federal procurement term is OTA (Other Transaction Authority). OTAs do not have to adhere to the FAR, reducing red tape and a more informal response process to win a contract. OTAs are treated as normal, commercial business contracts, but they are limited to R&D and prototypes.
3. Big Opportunity for Small Businesses– DIUX (Defense Innovation Unit Experimental) statute is a great way for cybersecurity and IT vendors to contract with the DOD. Like OTAs, the DIUX allows the DOD to procure products or services in a commercial manner from a non-traditional business. A non-traditional business is one that has not held a CAS (Cost Acquisition Standard) contract in the past year. Since CAS contracts are not applicable to small businesses, all now qualify as non-traditional DOD defense contractors!
These reforms are dramatically changing the face of government contracting. Successful contractors stay informed and use APMP-endorsed best practices to complete RFPs. Simply put, the level of excellence put into the RFP response is perceived as the level of quality of the contractor’s services. As the old adage goes, “garbage in, garbage out.”
Ditch the garbage. Let’s create a winning proposal strategy and response to grow your business. Contact Liz Megli to get started.