webinar alphabet soup - shipleywins.com · track procurement trends and changes ... agencies, we...

Copyright Shipley Associates.

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

http://www.shipleywins.com/


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

2


Say What?

3


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

4

Customer70%

Sales/ Capture

30%


An OTA is…

5

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


What is the Benefit of using OTA?

6

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

https://www.bgov.com/core/u/XUnHSehcAAI=


Who Can Issue an OTA

7

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


Three Types of OTAs

8

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


Total Value of OTAs is Increasing


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?”

10


“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.

11

LPTA: Lowest Price Technically AcceptableCOMMENTARY (CONT.)

Is LPTA here to stay?


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)

12

1. Know and understand the

procurement type

2. Early capture research is key

to prepare solutions and

pricing strategy


PTW/CIPrice-to-Win/Competitive Intelligence

Budget-LimitedCapability-Satisfied

NaïveBest-Value

EducatedBest-Value


The Price-to-Win WindowPrice-to-Win/Competitive Intelligence

14


Competitive IntelligenceWhat’s Driving the Competitors?

15


4Cs of Capture Focus on Improving

16

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


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

17

PWin


… 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

http://www.fedsim.gsa.gov/


Becoming More Significant as Acquisition Support Center for GSA




Projects FEDSIM Leads (Examples)




More FEDSIM Project Examples




Services Provided by FEDSIM




Several Contract Vehicles Supported by FEDSIM




Active FEDSIM Opportunities & Industry Days




FEDSIM Acquisition Process




Final Step: Project Management, Financial Management, and Contract Closeout




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

30


Learn More about FEDSIM




Say What?????

32


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

33

“The more you know, the more you know you don't know.”

― Aristotle


Questions and Discussion

34


Next Webinar

35

May 6, 2020 1 pm EThttps://www.shipleywins.com/webinars/

https://www.shipleywins.com/webinars/


[email protected]@shipleywins.com

36WWW.SHIPLEYWINS.COM

mailto:[email protected]

mailto:[email protected]

http://www.shipleywins.com/

webinar alphabet soup - shipleywins.com · track procurement trends and changes ... agencies, we...

Documents