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Alphabet Soup
P R E S E N T E D BY:
W E B I N A R
Brad Douglas
WWW.SHIPLEYWINS.COM© 2020 Shipley Associates
OTA, LPTA, 4Cs, PTW/CI, FEDSIMWhat Does it All Spell?
David Bol
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Agenda Priority 1: Know your customer and your industry’s “language” No guessing! OTA—A type of procurement to be aware of LPTA—A trend toward low price/technically acceptable—know the procurement type PTW/CI—Strategic pricing and competitive assessment 4 Cs of effective capture planning FEDSIM acquisitions
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Priority 1: Know Your Customer’s Language
Research your industry, market, and customers
Listen carefully (listen more than you talk) Clarify when you’re not sure Never assume—always ask Track procurement trends and changes Watch acronyms and abbreviations in bids
and proposals
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Customer70%
Sales/ Capture
30%
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An OTA is…
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Other Transaction Authorities (OTAs) are
legally binding instruments that may be used to engage
industry and academia for a broad range of
research and prototyping activities.
Not a standard procurement contract, grant, or cooperative agreement
Not subject to the Federal Acquisition Regulation (FAR) or its supplements
Not subject to DCAA audits
Able to be executed up to $500M
No limited in the number or dollar value that the DoD may execute in the aggregate
Permitted to openly discuss and collaborate with the Government and the contractor to obtain the best approach for developing technology
Not allowed to be protested
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What is the Benefit of using OTA?
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An OTA can allow for much greater speed, flexibility, and accessibility in performing research and prototyping activities
It can also be used to design and implement innovative business models within the government that would otherwise not be feasible
Any commercial or academic institution is eligible to receive an OT award allowing for an easier market entry versus a full RFP response
In fiscal 2015 only $1 out of every $38 the Pentagon obligated toward R&D contracts flowed through an OTA. By the end of fiscal 2018, it had risen to $1 out of every $7
Defense officials can issue OTA awards in a matter of weeks, based on as little as a supplier’s 10-page white paper
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Who Can Issue an OTA
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NASA
Department of Defense (all branches)
Federal Aviation Administration
Department of Transportation
Department of Homeland Security
Department of Health and Human Services
Transportation Security Administration
Department of Energy
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Three Types of OTAs
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R E S E A R C H P U R P O S E
P R O TO T Y P E P U R P O S E
P R O D U C T I O N P U R P O S E
010203
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LPTA: Lowest Price Technically AcceptableCOMMENTARY
Is LPTA here to stay?By Matthew McKelvey; Jan 07, 2019 (Washington Technology)
“It’s an acronym well-known across the government contracting space—LPTA, short for “Lowest Price Technically Acceptable,” as an evaluation method for cost/price proposals.In our work with contractors in the departments of Commerce, Defense, State, Homeland Security, and Veterans Affairs, as well as independent agencies, such as the FTC, EPA, GSA, NASA, and intelligence agencies, we have seen LPTA from several key angles—the good, the bad, and the ugly.So, what can you realistically expect related to LPTA going forward into 2019 and beyond?”
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“Many procurement officials in the government continue to perceive LPTA as a ‘safe’ approach for proposal review, mostly for its objective evaluation criteria. The belief is, with the objective criteria of lowest price, the risk of a protest is minimized. They also view it as a way to drive prices down. Unfortunately, that “objective” evaluation criteria can, and often does, lead to less-than-ideal awards.
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LPTA: Lowest Price Technically AcceptableCOMMENTARY (CONT.)
Is LPTA here to stay?
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LPTA Awareness
“So, to put it simply, LPTA isn’t going anywhere yet. It’s here to stay for now, but it is likely to experience some adjustments in usage going forward, largely as a result of increased availability of funds in some government agencies which don’t require them to be so focused on lowest cost.”(Washington Technology)
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1. Know and understand the
procurement type
2. Early capture research is key
to prepare solutions and
pricing strategy
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PTW/CIPrice-to-Win/Competitive Intelligence
Budget-LimitedCapability-Satisfied
NaïveBest-Value
EducatedBest-Value
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4Cs of Capture Focus on Improving
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Analyze Cost/Price- What is our value proposition?
Define our Core Competency- What are our capabilities?- Can we discriminate?
Assess Competitors- Who is competing?- What is our competitive position?
Know the Customer- Do we know them?- Do they know us?
PWin
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Probability of Win ( ) Defined
Elements that influence your Pwin: Your relationship with the customer (trust) Any past performance (validation) Did you influence the requirements Incumbency Competitive influence Competitor history Price and value
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PWin
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… What is It?FEDSIM is a Client Support Center within the General Services Administration’s (GSA) Office of Assisted Acquisition Services (AAS).
FEDSIM is the leading provider of assisted acquisition services for federal agencies. Our services include acquisition, financial, and project management for the full acquisition lifecycle.
18www.fedsim.gsa.gov
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Becoming More Significant as Acquisition Support Center for GSA
19www.fedsim.gsa.gov
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Projects FEDSIM Leads (Examples)
20www.fedsim.gsa.gov
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More FEDSIM Project Examples
21www.fedsim.gsa.gov
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Services Provided by FEDSIM
22www.fedsim.gsa.gov
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Several Contract Vehicles Supported by FEDSIM
23www.fedsim.gsa.gov
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Active FEDSIM Opportunities & Industry Days
24www.fedsim.gsa.gov
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FEDSIM Acquisition Process
26www.fedsim.gsa.gov
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FEDSIM Acquisition Process
27www.fedsim.gsa.gov
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FEDSIM Acquisition Process
28www.fedsim.gsa.gov
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Final Step: Project Management, Financial Management, and Contract Closeout
29www.fedsim.gsa.gov
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FEDSIM Unique Bidding Process
Acquisitions still comply with FAR Emphasis on due diligence of likely bidders Bids/proposals often include significant
PowerPoint presentation Video is often part of the submission and
review A written proposal is still part of submittal FEDSIM handles acquisition from A-Z, including
closeout
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Learn More about FEDSIM
31www.fedsim.gsa.gov
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Webinar Summary
Get to know your customer’s language
Understand procurement types and terminology
Always look for new and innovative ways to compete
Do your due diligence Win more by knowing more
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“The more you know, the more you know you don't know.”
― Aristotle
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Next Webinar
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May 6, 2020 1 pm EThttps://www.shipleywins.com/webinars/
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bjdouglas@shipleywins.comdbol@shipleywins.com
36WWW.SHIPLEYWINS.COM
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