Index

A

action captions, visuals and
Action Items List document (proposal plans)
action plans
advertisements
agency submissions (procurement process)
Air Force (U.S.), Tanker Replacement Program
analysis of competition
anti-competition themes
attendance lists
bidding decisions
nondisclosure agreements (NDAs)
pricing decisions
teaming arrangements
anti-competition themes
APMP (Association of
Proposal Management
Professionals)
Appropriations Committees
Asking Questions and Log of Questions and Answers document (proposal plans)
assessment of risk
Assigned to column (Action Items List)
Association of Proposal Management Professionals (APMP)
assumptions, teaming arrangements
attachments, proposal plans
core documents
customer documents
noncore documents
public domain documents
attendance lists, competition analysis
audiences, technical volumes
audio equipment, proposal centers
Authorization to Proceed (procurement process)
authorized by statute, as justification for sole source contracting
Authorizing Committees
award justification, proposal creation process
awarded contracts (procurement process)

B

B&P (bid and proposal) dollars
back channels, marketing your company
BAFOs (Best and Final Offers)
believability of cost, cost/price volumes
Best and Final Offers (BAFOs)
best value factor, cost/price volumes
bid and proposal (B&P) dollars
bid decision points
competition analysis
market data research
Proposal Drivers candidate citations
selling themes
staffing plan
technical approach
Bidders Conferences
bids
bidding to win
changes in solicitation
clarification questions
cleanup and improvement
BAFOs (Best and Final Offers)
customer change requests
low-scoring proposals
nonacceptable proposals
noncompliant proposals
plan submissions
pricing issues
reworking existing proposals
company suitability for the government
cost/price volumes
checklist for cost volumes
competitive bids
cost as a deciding factor
cost believability
difference between cost and price
integration with other volumes
definition
evaluation teams
black hat team
gold team
green team
pink team
purple team
red team
first five days
ban of boilerplate
confirmation of leadership roles/reporting lines
creation of an award justification
customer relations
delivery schedules
draft analysis
involvement of cost/ price experts
loading electronic bulletin boards
team assessments
intermediate documents
kickoff meeting
management volumes
demonstrating a rolling start
importance of
mistakes to avoid
multi-year management approaches
partnership emphasis
post-award requirements for change to plan
program organization
program plans
revisions to plan
subcontract management
team capacity
offering solutions
product distinction
proposal centers
audio and video equipment issues
challenge of togetherness
electronic support needs
physical facilities issues
security issues
space needs
top-level issues
who needs a spot
proposal management documents
core documents
customer documents
noncore documents
public domain documents
questions for proposal team
requests for extensions
role of top management
rules of government contracting
apply customer’s ideas
follow directions
speak customer’s language
speak to the customer
understanding scoring process
team member commitment
technical volumes
addressing all levels of evaluators
decision-maker audiences
description of how plan works
organization
personal terms mistake
proposal scoring audiences
risk assessments
solution statement
visuals
zero-content solution mistake
tracking questions and answers
trends in procurement
UCF (Uniform Contract Format)
Contract Administration Data
Contract Clauses
Deliveries or Performance
Descriptions/ Specifications/Work Statement
Evaluation Factors
Inspection and Acceptance
Instructions, Conditions, and Notices
List of Attachments
Packaging and Marking
Representation, Certifications, and Other Statements
sample
Solicitation/Contract Form
Special Contract Requirements
Supplies/Services and Prices/Cost
writing standards and conventions
language
physical appearance
principles of good writing
proposal plan attachments
training for writers
visuals
black hat evaluation teams
boilerplate
Budget and Accounting Act of 1921,
budgets
approvals from Congress (procurement process)
gross
net
Presidential, submission to Congress
Bureau of the Budget
burn barrels
business development goals
businesses
small business opportunities
certifications
classifications
contracting mistakes
defining small business
multiple-award contracts
recompetition opportunities
SBA certifications
serving as part of a bid
set-aside opportunities
sole source opportunities
subcontractor or supplier opportunities
unsolicited proposals
size, influence on procurement process
Buy America Act

C

CAGE (Commercial and Government Entity) Code
Call-In Process document (proposal plans)
candidate citations (Proposal Drivers)
capture managers (proposal teams)
capture plans
case law
CBD (Commerce Business Daily)
CCR (Central Contractor Registration)
numbers
standard tables
unique to your company
registering with
Central Contractor Registration. See CCR
Central Intelligence Agency (CIA)
certifications, small businesses
change requests (proposals)
CIA (Central Intelligence Agency)
Circular A-11
clarification questions (proposals)
Clarification Requests (CRs)
classifications, small businesses
classified contracts
classified proposals
cleanup tasks (proposals)
BAFOs (Best and Final Offers)
customer change requests
low-scoring proposals
noncompliant proposals
not acceptable proposals
plan submissions
pricing issues
reworking existing proposals
CLIN (Contract Line Item Number)
Commerce Business Daily (CBD)
Commercial and Government Entity (CAGE) Code
commercial arena (private sector)
commitment
definition
team members
Commitment Letter document (proposal plans)
communication, proposal managers
compelling urgency, as justification for sole source contracting
competition
advertising
analysis of
cost/price volumes
customer analysis
anti-competition themes
bidding decisions
nondisclosure agreements (NDAs)
pricing decisions
pricing issues
teaming arrangements
GSA contracts
market data
Competition in Contracting Act
competitive triangle
compliance, government regulations
conferencing tools
Configuration Management Plans
Congress
Contact List document (proposal plans)
contingency hires
Contract Administration Data (UCF Section G)
Contract Clauses (UCF Section I)
Contract Line Item Number (CLIN)
contract managers (proposal teams)
Contracting Officers (KOs)
contractors
equitable adjustments
prime
replacement of incumbent contractors
subcontractors
contracts
awards (procurement process)
classified
Contract Clauses (UCF Section I)
contract managers (proposal teams)
deliverables, post-award plan execution
GSA (General Services Administration)
competition
ID/IQ contracts
low cost and risk
market
participants
registration
resources for obtaining contracts
S&L purchasing eligibility
transactions
line items
mistakes to avoid
multiple-award
NETCENTS series
Networx Universal
support
terms
wrapping up loose ends
customer retention
customer satisfaction
personnel changes
recompetition
control, strategic plan and
Controls (marketing plan)
conventions, writing proposals
language
physical appearance
principles of good writing
proposal plan attachments
training for writers
visuals
Conventions and Ground Rules document (proposal plans)
Cooperative Purchasing and Disaster Recovery Purchasing programs
core documents, proposal plans
01 Contact List
02 Proposal Development Schedule document
03 Executive Summary document
04 Proposal Drivers document
05 Proposal Outline and RAM document
cost volumes
checklist for cost volumes
competitive bids
cost as a deciding factor
cost believability
difference between cost and price
integration with other volumes
costs
GSA contracts
obtaining government contracts
proposal creation experts
risk
critical positions
CRs (Clarification Requests)
cultivation, customer relationships
current contracts (opportunities)
customer documents
Customer Hot Buttons document (proposal plans)
customers
competition analysis
anti-competition themes
bidding decisions
nondisclosure agreements (NDAs)
pricing decisions
pricing issues
teaming arrangements
documents for proposal plans
fee-for-service providers
hot buttons
invitations to place of business
limitations
meeting to discuss opportunities
needs
obligations to
professional societies
public postings
relations
requests for change
responses
retention
satisfaction

D

daily stand-up meetings
data (market)
bid decision points
competition data
Federal Business Opportunities website
matching product to government wants
public access
single-points-of-contact
Data Universal Numbering System (DUNS)
Date Assigned column (Action Items List)
Date Due column (Action Items List)
debarment
debriefings
after a loss
post-award plan execution
decentralized boards (solicitations)
decision points (bids)
decision-maker audiences, technical volumes
Defense Logistics Information Service (DLIS)
Deficiency Reports (DRs)
deliverables, post-award plan execution
Deliveries or Performance (UCF Section F)
delivery schedules (proposals)
Department of Defense (DOD)
Department of Energy (DoE)
Descriptions/Specifications/ Work Statement (UCF Section C)
designates
designates (program manager)
DIs (Discussion Items)
discriminating themes (Proposal Drivers)
Discussion Items (DIs)
DLIS (Defense Logistics Information Service)
documents
customer
formal proposals
core documents
customer documents
noncore documents
public domain documents
intermediate
DOD (Department of Defense)
DoE (Department of Energy)
down select
draft analysis (proposals)
DRs (Deficiency Reports)
DUNS (Data Universal Numbering System)

E

electronics
bulletin boards
response submissions
security, proposal centers
solicitations
support needs
elements
marketing plan
proposals
success
best timing for company
bids
financial staying power
patience
strategic planning process
top management involvement
understanding levels of opportunities
end of contract
customer retention
customer satisfaction
personnel changes
recompetition
energy policy
entitlement programs
equitable adjustment
escalation path, post-award plan execution
ethical restrictions
case law
company compliance
non-permissible conduct
permissible conduct
sources of general guidance
Ethics in Government Act
Evaluation Factors for Award document (proposal plans)
Evaluation Factors (UCF Section M)
Evaluation Teams training module
evaluations
teams
black hat team
gold team
green team
pink team
purple team
red team
theory of
executable program plans
execution of plan
contract deliverables
debriefings
end of contract
customer retention
customer satisfaction
personnel changes
recompetition
escalation path
handoffs
program managers-designates to program managers
transfer to an executable plan
high-risk start-up plans
replacement of incumbent contractor
start-up plan specialists
workarounds
obligations
single point of contact
top management involvement
Executive Summary (marketing plan)
Executive Summary document (proposal plans)
exit strategy (strategic planning process)
expertise, as justification for sole source contracting
extension requests (proposals)

F

facilities, proposal centers
Fact Sheet document (proposal plans)
FAR (Federal Acquisition Regulation)
Federal Acquisition Regulation (FAR)
Federal Business Opportunities
federal contracts
federal procurement process
agency submissions to OMB
agency testimony before Congress
budget approval from Congress
contract awards and Authorization to Proceed
formal procurement plans by agency
influence of business size
overview
Presidential budget submission to Congress
release of solicitations
Federal Sources
Federal Supply Classification (FSC) Codes
Federal Supply Schedules. See GSA Schedule contracts
fee-for-service
providers
sources
file-sharing systems
Financials (marketing plan)
financial staying power
first team
FOIA (Freedom of Information Act)
access to current contracts
U.S. Department of Justice website
useful information
following directions (responses)
formal procurement plans
Formatting document (proposal plans)
Freedom of Information Act (FOIA)
access to current contracts
U.S. Department of Justice website
useful information
FSC (Federal Supply Classification) Codes
full-time intensity proposal team members
capture managers
pricing managers
proposal managers
relationship managers

G

gaining government contracts
bids
bidding to win
company suitability for the government
product distinction
costs
timing
garden variety themes (Proposal Drivers)
general guidance, ethical and legal restrictions
FAR (Federal Acquisition Regulation)
OGE (Office of Government Ethics)
general part (proposal kickoff meeting)
General Services Administration (GSA) contracts. See GSA Schedule contracts
GFE (Government Furnished Equipment)
goals, business development
gold evaluation teams
government businesses (public sector)
Government Furnished Equipment (GFE)
grade creep
grassroots estimates
green evaluation teams
greybeard reviews
gross budget
GSA (General Services Administration) Schedule contracts
competition
ID/IQ contracts
increased use of
low cost and risk
market
participants
registration
CCR
numbers from standard tables
numbers unique to your company
resources for obtaining contracts
S&L purchasing eligibility
transactions

H

handoffs (post-award plan execution)
program managers-designates to program managers
transfer to an executable plan
heads
high-risk handoffs (post-award plan execution)
program managers-designates to program managers
transfer to an executable plan
high-risk start-up plans
replacement of incumbent contractor
start-up plan specialists
workarounds
Historically Underutilized Business Zone (HUBZone Businesses)
Horse Title
hot buttons, customers
HUBZone Businesses (Historically Underutilized Business Zone)

I

ID/IQ (Indefinite Delivery/ Indefinite Quantity) contracts
IFBs (Invitations for Bids)
implementation of strategic plan
improvement tasks (proposals)
BAFOs (Best and Final Offers)
customer change requests
low-scoring proposals
noncompliant proposals
not acceptable proposals
plan submissions
pricing issues
reworking existing proposals
in-house resources, obtaining GSA contracts
incumbents
Indefinite Delivery/Indefinite Quantity (ID/IQ) contracts
Index numbers column (Action Items List)
Industry Days
information technology (IT) equipment
Input
Inspection and Acceptance (UCF Section E)
institutional advertising
Instructions, Conditions, and Notices (UCF Section L)
intelligence agencies
intermediate documents
international agreement, as justification for sole source contracting
Invitations for Bids (IFBs)
Issue column (Action Items List)
IT (information technology) equipment

J

JIT (Just-In-Time) training
justifications
awards
proposal extensions
sole source contracts
Just-In-Time (JIT) training

K

key personnel
kickoff meeting, proposals
Kickoff Meeting Agenda document (proposal plans)
Know This website
KOs (Contracting Officers)

L

language, writing proposals
leadership roles
legal advice
legal restrictions
case law
company compliance
nonpermissible conduct
permissible conduct
sources of general guidance
line items (contracts)
List of Attachments (UCF Section J)
local contracts. See S&L contracts
low-scoring proposals

M

Management Plans
management volumes
demonstrating a rolling start
importance of
mistakes to avoid
multi-year management approaches
partnership emphasis
post-award requirements for change to plan
program organization
program plans
revisions to plan
subcontract management
team capacity
managers (proposal teams)
capture
contracts
involvement in obtaining contracts
pricing
program manager-designate
proposal
relationship
top management
market data
bid decision points
competition data
Federal Business Opportunities website
matching product to government wants
public access
single-points-of-contact
Marketing Partners Identification Number (MPIN)
marketing your company
advertising
back channels
marketing plans
networking
preparations for program execution
professional meeting networks
mass media advertising
memory sticks
Minority-Owned Businesses
mission, strategic plan
mistakes
contracting
writing management volumes
writing technical volumes
addressing all levels of evaluators
use of personal terms
zero content solution
MPIN (Marketing Partners Identification Number)
Multiple Award Schedules. See GSA Schedule contracts
multiple-award contracts
multi-year contracts
multi-year management approaches

N

NAICS (North American Industry Classification System) Codes
NASA (National Aeronautics and Space Administration)
National Aeronautics and Space Administration (NASA)
National Contract Management Association (NCMA)
national security, as justification for sole source contracting
National Security Agency (NSA)
Native American businesses
NCMA (National Contract Management Association)
NDAs (nondisclosure agreements)
negotiations
net budgets
NETCENTS series contracts
NetMBA, strategic plan outline
networking (marketing your company)
Networx Universal contracts
No Single Point of Failure Rule
nonacceptable proposals, cleanup and improvement tasks
noncompliant proposals, cleanup and improvement tasks
noncore documents (proposal plans)
06 Action Items List
07 Evaluation Factors for Award
08 Roles and Responsibilities
09 Asking Questions and Log of Questions and Answers
10 Past Performance Template
11 Kickoff Meeting Agenda
12 Call-In Process
13 Formatting
14 Conventions and Ground Rules
15 Customer Hot Buttons
16 Commitment Letter
17 Transmittal Letter
18 Fact Sheet
19 Resumé Template
nondisclosure agreements (NDAs)
nonpermissible conduct
North American Industry Classification System (NAICS) Codes
NSA (National Security Agency)

O

objectives, strategic plan
obligations, post-award plan execution
obtaining government contracts
bids
bidding to win
company suitability for the government
product distinction
costs
timing
Occupational Health and Safety Administration (OSHA)
Office of Government Ethics (OGE)
Office of Government Ethics Reauthorization Act
Office of Management and Budget (OMB)
Office of Personnel Management (OPM)
OGE (Office of Government Ethics)
OMB (Office of Management and Budget)
one voice proposals
Online Representations and Certifications (ORCA) registration
OPM (Office of Personnel Management)
opportunities
bid decision points
bids
definition
Federal Business Opportunities website
marketing your company
advertising
back channels
marketing plans
preparations for program execution
professional meeting networks
post-award plan execution
contract deliverables
debriefings
end of contract
escalation path
handoffs
high-risk start-up plans
obligations
single points of contact
top management involvement
Proposal Drivers
candidate citations
selling themes
staffing plan
technical approach
responses
ban of boilerplate
changes in solicitation
clarification questions
cleanup and improvement
confirmation of leadership roles/ reporting lines
cost/price volumes
creation of an award justification
customer relations
days two through five
delivery schedules
draft analysis
evaluation teams
intermediate documents
involvement of cost/ price experts
kickoff meeting
loading electronic bulletin boards
management volumes
offering solutions
proposal centers
proposal management documents
questions for proposal team
requests for extensions
role of top management
rules of government contracting
team assessments
team member commitment
technical volumes
tracking questions and answers
trends in procurement
UCF (Uniform Contract Format)
writing standards and conventions
small businesses
classifications
contracting mistakes
defining small business
multiple-award contracts
recompetition opportunities
SBA certifications
set-aside opportunities
sole source opportunities
subcontractor or supplier opportunities
unsolicited proposals
surprise solicitations
targeting specific opportunities
current contracts
customer meetings
FOIA information
precipitating events
releases
oral presentations
orals coaches
ORCA (Online Representations and Certifications) registration
organization, technical volumes
OSHA (Occupational Health and Safety Administration)
outside resources, obtaining GSA contracts

P

P&P (policies and procedures) manuals
Packaging and Marking (UCF Section D)
parametric estimates
part-time intensity proposal team members
contracts managers
evaluation team members
legal counsel
orals coaches
program manager-designates
proposal coordinators
subject matter experts
technical champions
top management
participants, GSA Schedule contracts
partnership emphasis, management volumes
Past Performance (candidate citations)
Past Performance Template document (proposal plans)
pay-for-service organizations
permanent resources (staff)
permissible conduct
personal terms, writing technical volumes
personnel
business development goals and
changes
issues, proposal centers
permanent versus temporary resources
workloads
phantom programs
physical appearance (written proposals)
physical facilities, proposal centers
physical security, proposal centers
PIA (Procurement Integrity Act)
pink evaluation teams
pitfalls (ethical and legal restrictions)
plan execution
contract deliverables
debriefings
end of contract
customer retention
customer satisfaction
personnel changes
recompetition
escalation path
handoffs
program managers-designates to program managers
transfer to an executable plan
high-risk start-up plans
replacement of incumbent contractor
start-up plan specialists
workarounds
obligations
single point of contact
top management involvement
points of contact, post-award plan execution
policies and procedures (P&P) manuals
portable storage devices
post-award plan execution
contract deliverables
debriefings
end of contract
customer retention
customer satisfaction
personnel changes
recompetition
escalation path
handoffs
program managers-designates to program managers
transfer to an executable plan
high-risk start-up plans
replacement of incumbent contractor
start-up plan specialists
workarounds
obligations
single points of contact
top management involvement
precipitating events
bid decision points
opportunities
preferred subcontractors
pre-proposal conferences
Presidential budget submission (procurement process)
price experts
price volumes
checklist for cost volumes
competitive bids
cost as a deciding factor
cost believability
difference between cost and price
integration with other volumes
pricing decisions
cleanup and improvement tasks
competition analysis
pricing managers
prime contractors
principles
good writing (proposals)
teaming arrangements
private sector (commercial arena)
processing software
Procurement Integrity Act (PIA)
procurement process
agency submissions to OMB
agency testimony before Congress
budget approval from Congress
contract awards and Authorization to Proceed
formal procurement plans by agency
influence of business size
overview
Presidential budget submission to Congress
release of solicitations
trends in
Procurement Technical Assistance Centers
product delivery (proposals)
product distinction, bids
production facilities
professional meetings
professional societies
programs
manager-designates
managers
organization
plans
projectors
Prompt Payment Act of 1996,
Proposal Development Schedule document (proposal plans)
Proposal Drivers
candidate citations
selling themes
staffing plan
technical approach
Proposal Drivers document (proposal plans)
proposal managers
Proposal Outline and RAM document (proposal plans)
proposals
basic elements
changes in solicitation
clarification questions
cleanup and improvement
BAFOs (Best and Final Offers)
customer change requests
low-scoring proposals
nonacceptable proposals
noncompliant proposals
plan submissions
pricing issues
reworking existing proposals
coordinators
cost/price volumes
checklist for cost volumes
competitive bids
cost as a deciding factor
cost believability
difference between cost and price
integration with other volumes
definition
evaluation teams
black hat team
gold team
green team
pink team
purple team
red team
first five days
ban of boilerplate
confirmation of leadership roles/ reporting lines
creation of an award justification
customer relations
delivery schedules
draft analysis
involvement of cost/ price experts
loading electronic bulletin boards
team assessments
intermediate documents
kickoff meeting
management documents
core documents
customer documents
noncore documents
public domain documents
management volumes
demonstrating a rolling start
importance
mistakes to avoid
multi-year management approaches
partnership emphasis
post-award requirements for change to plan
program organization
program plans
revisions to plan
subcontract management
team capacity
offering solutions
questions for proposal team
requests for extensions
role of top management
rules of government contracting
apply customer’s ideas
follow directions
speak customer’s language
speak to the customer
understanding scoring process
team centers
audio and video equipment issues
challenge of togetherness
electronic support needs
physical facilities issues
security issues
space needs
top-level issues
who needs a spot
team members
capture managers
commitment
contracts managers
evaluation team members
legal counsel
orals coaches
pricing managers
program manager-designates
proposal coordinators
proposal managers
relationship managers
subject matter experts
technical champions
top management
technical volumes
addressing all levels of evaluators
decision-maker audiences
description of how plan works
organization
personal terms mistake
proposal scoring audiences
risk assessments
solution statement
visuals
zero-content solution mistake
tracking questions and answers
trends in procurement
UCF (Uniform Contract Format)
Contract Administration Data
Contract Clauses
Deliveries or Performance
Descriptions/ Specifications/Work Statement
Evaluation Factors
Inspection and Acceptance
Instructions, Conditions, and Notices
List of Attachments
Packaging and Marking
Representation, Certifications, and Other Statements
sample
Solicitation/Contract Form
Special Contract Requirements
Supplies/Services and Prices/Cost
writing standards and conventions
language
physical appearance
principles of good writing
proposal plan attachments
training for writers
visuals
Proposal Writing training module
proprietary materials, burn barrels
protests, debriefings after a loss
public access, market data
public domain documents (proposal plans)
public postings, as source for customers
public sector (government businesses)
purple evaluation teams

Q-R

Quality Plans
Raised by column (Action Items List)
RAM (Responsibility Assignment Matrix) document
recompetition
definition
end of contracts
customer retention
customer satisfaction
incumbent versus challenger
personnel changes
small business opportunities
red evaluation teams
regional advertising
registration
GSA contracts
CCR
numbers from standard tables
numbers unique to your company
relationship managers
relationships, customers
release of solicitations (procurement process)
releases (opportunities)
replacement of incumbent contractors
reporting lines (proposals)
Representation, Certifications, and Other Statements (UCF Section K)
requests for extensions (proposals)
Requests for Proposals (RFPs)
Requests for Quotations (RFQs)
required by statute, as justification for sole source contracting
research, market data
bid decision points
competition data
matching product to government wants
public access
single-points-of-contact
responses
changes in solicitation
clarification questions
cleanup and improvement
BAFOs (Best and Final Offers)
customer change requests
low-scoring proposals
nonacceptable proposals
noncompliant proposals
plan submissions
pricing issues
reworking existing proposals
cost/price volumes
checklist for cost volumes
competitive bids
cost as a deciding factor
cost believability
difference between cost and price
integration with other volumes
definition
evaluation teams
black hat team
gold team
green team
pink team
purple team
red team
first five days
ban of boilerplate
confirmation of leadership roles/ reporting lines
creation of an award justification
customer relations
delivery schedules
draft analysis
involvement of cost/ price experts
loading electronic bulletin boards
team assessments
intermediate documents
kickoff meeting
management volumes
demonstrating a rolling start
importance of
mistakes to avoid
multi-year management approaches
partnership emphasis
post-award requirements for change to plan
program organization
program plans
revisions to plan
subcontract management
team capacity
offering solutions
proposal centers
audio and video equipment issues
challenge of togetherness
electronic support needs
physical facilities issues
security issues
space needs
top-level issues
who needs a spot,
proposal management documents
core documents
customer documents
noncore documents
public domain documents
questions for proposal team
requests for extensions
role of top management
rules of government contracting
apply customer’s ideas
follow directions
speak customer’s language
speak to the customer
understanding scoring process
team member commitment
technical volumes
addressing all levels of evaluators
decision-maker audiences
description of how plan works
organization
personal terms mistake
proposal scoring audiences
risk assessments
solution statement
visuals
zero-content solution mistake
tracking questions and answers
trends in procurement
UCF (Uniform Contract Format)
Contract Administration Data
Contract Clauses
Deliveries or Performance
Descriptions/ Specifications/Work Statement
Evaluation Factors
Inspection and Acceptance
Instructions, Conditions, and Notices
List of Attachments
Packaging and Marking
Representation, Certifications, and Other Statements
sample
Solicitation/Contract Form
Special Contract Requirements
Supplies/Services and Prices/Cost
writing standards and conventions
language
physical appearance
principles of good writing
proposal plan attachments
training for writers
visuals
Responsibility Assignment Matrix (RAM) document
Results column (Action Items List)
Resumé Template document (proposal plans)
retention of customers
revisions, writing management volumes
reworking existing proposals
RFPs (Requests for Proposal)
RFQs (Requests for Quotations)
risk assessments
cost risk
GSA contracts
schedule risk
technical risk
technical volumes
roles, proposal teams
capture managers
contracts managers
evaluation team members
legal counsel
orals coaches
pricing managers
program manager-designate
proposal coordinators
proposal managers
relationship managers
subject matter experts
technical champion
top management
Roles and Responsibilities document (proposal plans)
rolling start demonstration
rules
debriefings
government contracting
apply customer’s ideas
follow directions
speak customer’s language
speak to the customer
understanding scoring process

S

S&L (state and local) contracts
sales, financial staying power
satisfaction of customers
SBA (Small Business Administration)
certifications
size standards
website
schedule contracts, GSA (General Services Administration)
competition
low cost and risk
market
participants
registration
resources for obtaining contracts
S&L purchasing eligibility
transactions
schedule risk
scheduled deliveries
scope creep
scoring process (proposals)
screens
security issues, proposal centers
Security Plans
selling themes (Proposal Drivers)
service delivery
service level agreements (SLAs)
Service-Disabled Veteran-Owned Businesses
set-asides
SharePoint
shelfware
“should cost” factor, cost/price volumes
SIC (Standard Industrial Classification) Codes
single points of contact
market data research
post-award plan execution
Situation Analysis (marketing plan)
SLAs (service level agreements)
Small Business Administration (SBA)
Small Business Concern
Small Business Disabled Veteran-Owned Businesses
small business opportunities
classifications
contracting mistakes
defining small business
multiple-award contracts
recompetition opportunities
SBA certifications
serving as part of a bid
set-aside opportunities
sole source opportunities
subcontractor or supplier opportunities
unsolicited proposals
Small Business Participation Program
Small Business Subcontracting Plan
Small Disadvantaged 8(a) Businesses
Small Minority-Owned Businesses
SMEs (subject matter experts)
software, text processing
sole source contracts
Solicitation Analysis training module
Solicitation/Contract Form (UCF Section A)
solicitations
bid decision points
bid decision points
bids
definition
Federal Business Opportunities website
marketing your company
advertising
back channels
marketing plans
preparations for program execution
professional meeting networks
post-award plan execution
contract deliverables
debriefings
end of contract
escalation path
handoffs
high-risk start-up plans
obligations
single points of contact
top management involvement
Proposal Drivers
candidate citations
selling themes
staffing plan
technical approach
responses
ban of boilerplate
changes in solicitation
clarification questions
cleanup and improvement
confirmation of leadership roles/ reporting lines
cost/price volumes
creation of an award justification
customer relations
days two through five
delivery schedules
draft analysis
evaluation teams
intermediate documents
involvement of cost/ price experts
kickoff meeting
loading electronic bulletin boards
management volumes
offering solutions
proposal centers
proposal management documents
questions for proposal team
requests for extensions
role of top management
rules of government contracting
team assessments
team member commitment
technical volumes
tracking questions and answers
trends in procurement
UCF (Uniform Contract Format)
writing standards and conventions
small businesses
classifications
contracting mistakes
defining small business
multiple-award contracts
recompetition opportunities
SBA certifications
set-aside opportunities
sole source opportunities
subcontractor or supplier opportunities
unsolicited proposals
surprise solicitations
targeting specific opportunities
current contracts
customer meetings
FOIA information
precipitating events
releases
solution statement, technical volumes
solutions, as part of proposals
SOO (Statement of Objectives)
sources
customers
competition
fee-for-service providers
invitations to place of business
limitations
professional societies
public postings
fee-for-service
solicitation schedules
Source Selection Authority (SSA)
Source Selection Evaluation Board (SSEB)
SOW (Statement of Work)
space needs, proposal centers
Special Contract Requirements (UCF Section H)
specialists, start-up plans
specialized knowledge, as justification for sole source contracting
SSA (Source Selection Authority)
SSEB (Source Selection Evaluation Board)
staff
business development goals and
permanent versus temporary resources
personnel changes
proposal centers
workloads
staffing plan (Proposal Drivers)
stalking horse
Standard Industrial Classification (SIC) Codes
standards
GSA contract registration tables
small business classifications
writing proposals
language
physical appearance
principles of good writing
proposal plan attachments
training for writers
visuals
stand-up meetings
start-up plans, high-risk
replacement of incumbent contractor
specialists
workarounds
state contracts
Statement of Objectives (SOO)
Statement of Work (SOW)
storyboards
strategic planning process
continually revisiting elements
exit strategy
outline
strategy formulation
subcontractors
preferred
small business opportunities
subcontract plans
subject matter experts (SMEs)
success elements, gaining government contracts
best timing for company
bids
financial staying power
patience
strategic planning process
top management involvement
understanding levels of opportunities
supplements, FAR (Federal Acquisition Regulation)
suppliers
Supplies/Services and Prices/ Cost (UCF Section B)
support contracts
surprise solicitations

T

Tanker Replacement Program (U.S. Air Force)
targeting opportunities
current contracts
customer meetings
FOIA information
precipitating events
releases
task orders
Taxpayer Identification Number (TIN)
teaming arrangements, competition analysis
action plan
assumptions
customer desires
principles of teaming
teams
evaluation teams
black hat team
gold team
green team
pink team
purple team
red team
proposals
technical approach (Proposal Drivers)
technical champions
technical risk
technical volumes
addressing all levels of evaluators
decision-maker audiences
description of how plan works
organization
personal terms mistake
proposal scoring audiences
risk assessments
solution statement
visuals
zero-content solution mistake
temporary resources (staff)
terms (contracts)
testimony, agency before Congress (procurement process)
text
control (proposals), writing standards/conventions
language
physical appearance
principles of good writing
proposal plan attachments
training for writers
visuals
outlines
processing software
themes, Proposal Drivers
theory, evaluations
think tanks
tiger teams
TIN (Taxpayer Identification Number)
top management
involvement in proposals
physical space needs for proposal centers
post-award plan execution
proposal teams
TPIN (Trading Partners Identification Number)
Trading Partners Identification Number (TPIN)
training for writers
transactions, GSA contracts
Transition Plans
Transmittal Letter document (proposal plans)
treaty, as justification for sole source contracting
two-digit index numbers (proposal plan documents)

U

UCF (Uniform Contract Format)
Contract Administration Data
Contract Clauses
definition
Deliveries or Performance
Descriptions/Specifications/ Work Statement
Evaluation Factors
Inspection and Acceptance
Instructions, Conditions, and Notices
List of Attachments
Packaging and Marking
Representation, Certifications, and Other Statements
sample
Solicitation/Contract Form
Special Contract Requirements
Supplies/Services and Prices/Cost
uncertain cost factor, cost/ price volumes
Uniform Contract Format. See UCF
unique numbers, GSA contract registration
United States Census Bureau
unsolicited proposals (small businesses)
urgency, as justification for sole source contracting
U.S. Air Force, Tanker Replacement Program
U.S. Department of Justice, FOIA (Freedom of Information Act)
User Guide for Vendors (Federal Business Opportunities website)

V

Vendor Guide (Federal Business Opportunities website)
vendors
version control
Very Small Business Concern
Veteran-Owned Businesses
video equipment
visuals
proposal managers
technical volumes

W-X-Y-Z

web conferencing tools
Woman-Owned Business Concern
workarounds
workloads (staff)
writing standards (proposals)
language
physical appearance
principles of good writing
proposal plan attachments
training for writers
visuals
you-gotta-do-better-than-that negotiation technique
zero content solution, technical volumes
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