Maybe you just want to know more about the U.S. Government Market, U.S. Government Agencies, and the U.S. Government Procurement Process.  Or maybe you want to know how to find and respond to specific opportunities. From just a few hours to a few days or more, I can provide customized training to help you and your team understand Federal Procurement, successfully respond to Solicitations, and increase your chances of winning U.S. Government contracts. Potential topics include:


Finding Opportunities

  • Overview of $500 billion U.S. Government Market

  • Review of Key Agencies and Sectors (Energy, Defense, Transportation)

  • GSA Schedules, SBIR/STTR, FedBizOpps, Unsolicited Proposals


Understanding the U.S. Government Solicitation (RFP)

  • Sections A-M

  • Instructions (Section L)

  • Evaluation Criteria (Section M)

  • Unique Government Terms and Conditions


Overview of Government Acquisition Process

  • Requirements Development

  • Market Research & Acquisition Planning

  • Solicitation Development

  • Evaluation, Clarifications, Discussions, Competitive Range

  • Selection, Contract Award, Debriefings, Protests

  • Contract Administration & Contract Closeout


The Importance of “Past Performance”

  • Overview of common past performance structure

  • How to mitigate negative past performance

  • “Close at Hand” past performance information


Common Government Contract Types and their Implications

  • Fixed Price (FP)

  • Cost-Reimbursement (CR)

  • Time & Materials (T&M)

  • Indefinite Delivery / Indefinite Quantity (IDIQ)

  • Incentive Contracting (Award Fee, Award Term, Incentive Fee)

  • Hybrid Contracting (multiple contract types on the same contract)


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