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PROPOSAL INSIGHTS ALAN B FREEMAN, PE
PRESENTATIONFOR
SOCIETY OF MILITARY ENGINEERS
FEDERAL BUSINESS DEVELOPMENT
ALAN FREEMANAUGUST 2009
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PROPOSAL INSIGHTS ALAN B FREEMAN, PE
BACKGROUND AND EXPERIENCEFEDERAL EXPERIENCE:
• CHAIRMAN NUMEROUS SELECTION BOARDS
• SERVED ON TWO CLEAN SELECTION BOARDS
• REVIEWED HUNDREDS OF PROPOSALS
PRIVATE EXPERIENCE:
• PROGRAM MANAGER NAVY RAC
• SENIOR PROJECT MANAGER ARMY TERC
• SUCCESSFUL PROPOSAL MANAGER ON RACS, TERCS & IDIQ PROPOSALS
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PROPOSAL INSIGHTS ALAN B FREEMAN, PE
TODAY’S AGENDA
NAVY OPPORTUNITIES
AMERICAN RECOVERY AND REINVESTMENT ACT
BIGGEST PROBLEMS FOR NAVY EVALUATORS
EXAMPLES OF WHY PROPOSALS WERE LOST & WON
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PROPOSAL INSIGHTS ALAN B FREEMAN, PE
NAVY OPPORTUNITIES
CONSTRUCTION• BASIC ORDERING AGREEMENT (BOA)• ARCHITECT-ENGINEERING (A-E)• MULTIPLE AWARD CONSTRUCTION CONTRACT
(MACC)ENVIRONMENTAL• ARCHITECT-ENGINEERING (A-E)• ENVIRONMENTAL MUTLPLE AWARD CONTRACT
(EMAC)• PERFORMANCE-BASED MULTIPLE AWARD
CONTRACT (PERMAC)
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PROPOSAL INSIGHTS ALAN B FREEMAN, PE
NAVY OPPORTUNITIES
CONSTRUCTION
BASIC ORDERING AGREEMENT (BOA)
8 (A) SET - ASIDE LIMITED TO FIRST FOUR YEARS OF BUSINESS
MUST HAVE OFFICE IN LOCATIONS SPECIFIED AND APPROVED BY SBA
RELATIVELY SIMPLE PROPOSAL PROCESS
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PROPOSAL INSIGHTS ALAN B FREEMAN, PE
NAVY OPPORTUNITIES
CONSTRUCTION (CON’T)
• ARCHITECT – ENGINEERING
LIMITED OPPORTUNITIES
BROOKS BILL SELECTION
TWO - STEP PROCESS
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PROPOSAL INSIGHTS ALAN B FREEMAN, PE
NAVY OPPORTUNITIES
CONSTRUCTION (CON’T)
• MULTIPLE AWARD CONSTRUCTION CONTRACT (MACC)
DESIGN BUILD ELEMENT
CAN BE AN EXPENSIVE PROPOSAL
TYPICALLY A SAMPLE PROBLEM
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PROPOSAL INSIGHTS ALAN B FREEMAN, PE
NAVY OPPORTUNITIES
CONSTRUCTION (CON’T)
• MULTIPLE AWARD CONSTRUCTION CONTRACT (MACC) TREAT IT LIKE AN ACTUAL TASK ORDER
• TYPICALLY FIVE OR SIX EVALUATION FACTORS EXPERIENCE INCLUDING SUBCONTRACTORS PAST PERFORMANCE
SMALL BUSINESS SUPPORT SAFETY
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PROPOSAL INSIGHTS ALAN B FREEMAN, PE
NAVY OPPORTUNITIES
CONSTRUCTION (CON’T)• MULTIPLE AWARD CONSTRUCTION
CONTRACT (MACC) MANAGEMENT PLAN SMALL BUSINESS UTILIZATION TECHNICAL APPROACH (SOLUTION TO SAMPLE PROBLEM PRICE (COST FOR THE SAMPLE PROBLEM)
• SELECTION BASED ON BEST VALUE
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PROPOSAL INSIGHTS ALAN B FREEMAN, PE
NAVY OPPORTUNITIES
ENVIRONMENTAL
• ARCHITECT – ENGINEERING
COMPLIANCE
REMEDIATION
CULTURAL RESOURCES
NATURAL RESOURCES
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PROPOSAL INSIGHTS ALAN B FREEMAN, PE
NAVY OPPORTUNITIES
ENVIRONMENTAL (CON’T)
• ENVIRONMENTAL MULTIPLE AWARD CONSTRUCTION CONTRACT (EMACC) TREAT IT LIKE AN ACTUAL TASK ORDER
• TYPICALLY FIVE OR SIX EVALUATION FACTORS PAST PERFORMANCE SPECIALIZED EXPERIENCE INCLUDING SUBCONTRACTORS
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PROPOSAL INSIGHTS ALAN B FREEMAN, PE
NAVY OPPORTUNITIES
ENVIRONMENTAL (CON’T)
• ENVIRONMENTAL MULTIPLE AWARD CONSTRUCTION CONTRACT (EMACC) SAFETY CONTRACT MANAGEMENT TECHNICAL APPROACH (SAMPLE PROBLEM) PRICE (SAMPLE PROBLEM)
• SELECTION BASED ON BEST VALUE
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PROPOSAL INSIGHTS ALAN B FREEMAN, PE
NAVY OPPORTUNITIES
ENVIRONMENTAL (CON’T)
• PERFORMANCE-BASED MULTIPLE AWARD CONTRACT (PERMAC) SIMILAR TO EMAC ENVIRONMENTAL REMEDIATION ENVIRONMENTAL DESIGN FIXED PRICE AS OPPOSED TO COST REIMBURSABLE
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PROPOSAL INSIGHTS ALAN B FREEMAN, PE
AMERICAN RECOVERY & REINVESTMENT ACT
PURPOSE – TO CREATE OR SAVE JOBS
REQUIRES UNPRECEDENTED LEVELS OF TRANSPARENCY, OVERSIGHT, & ACCOUNTABILITY
REQUIRES EACH CONTRACTOR TO REPORT ON ITS USE OF RECOVERY ACT FUNDS
REQUIRES NAMES AND TOTAL COMPENSATION OF EACH OF THE FIVE MOST HIGHLY COMPENSATED OFFICERS OF THE CONTRACTOR FOR THE CALENDAR YEAR
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PROPOSAL INSIGHTS ALAN B FREEMAN, PE
AMERICAN RECOVERY & REINVESTMENT ACT
PROPOSAL PROCESS:
FULL TIME EQUIVALENTS (FTE)
• JOB RETENTION - EXISTING POSITION THAT WOULD NOT HAVE BEEN CONTINUED WERE IT NOT FOR ARRA FUNDING
• JOB CREATION - NEW POSITION CREATED AND FILLED
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PROPOSAL INSIGHTS ALAN B FREEMAN, PE
AMERICAN RECOVERY & REINVESTMENT ACT
PROPOSAL PROCESS (CON’T):
• DIRECT JOBS – JOB YEARS CREATED FOR THIS PROJECT
• INDIRECT JOBS – JOB YEARS CREATED AT SUPPLIERS WHO MAKE THE MATERIALS USED IN THE PROJECT
• INDUCED JOBS – JOB YEARS CREATED ELSEWHERE IN THE ECONOMY AS INCREASES IN INCOME FROM THE DIRECT PROJECT SPENDING
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PROPOSAL INSIGHTS ALAN B FREEMAN, PE
BIGGEST PROBLEM FOR NAVY EVALUATORS
• NUMBER OF SUBMITTALS SUBSTANTIALLY INCREASED
CAPITAL IMPROVEMENTS WAS AVERAGING 20 SUBMITTALS, NOW RECEIVING 80 TO 100!
• MANY SUBMITTALS DO NOT FOLLOW THE RFP!
PAGE LIMITATIONS
EXPECTED PROJECT RANGE
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PROPOSAL INSIGHTS ALAN B FREEMAN, PE
BIGGEST PROBLEM FOR NAVY EVALUATORS (CON’T)
• MANY SUBMITTALS DO NOT FOLLOW THE RFP! (CON’T)
PROJECTS OUTDATED
REGISTRATION NOT UP TO DATE
USING THE SAME SUBCONTRACTOR
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PROPOSAL INSIGHTS ALAN B FREEMAN, PE
EXAMPLES WHY PROPOSALS WERE LOST
PROJECT SUBMITTED - BAD EVALUATION FROM CUSTOMER
POOR SAFETY RECORD
REGISTRATION NOT VALID
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PROPOSAL INSIGHTS ALAN B FREEMAN, PE
EXAMPLES WHY PROPOSALS WERE WON
PEOPLE AND PROJECTS
UNDERSTANDING THE INTERVIEW PROCESS
GREAT TECHINCAL APPROACH TO SAMPLE PROBLEM
WRITING PROPOSAL FOR DIFFERENT LEVELS OF EVALUATORS
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PROPOSAL INSIGHTS ALAN B FREEMAN, PE
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