LPTA Unwrapped Training Workshop VI: Developing, Managing or Reviewing Government RFPs for Lowest Price Technically Acceptable (LPTA) Procurements

This event qualifies for .7 CEUs

This event qualifies for 7 CPEs

Lowest Price Technically Acceptable (LPTA) – Training for Government to Avoid the Frustration of Not Awarding a Contract the Government Knows May Not Meet its Best Long Term Program and Cost Interests.

Almost every discussion with government CXOs, Program Managers, Contracting Officers and other Managers revolve around the challenges of evaluating proposals and selecting contractors based upon Lowest Price Technically Acceptable (LPTA) award criteria. Government managers are frustrated in that they often feel they are not able to make the best selection to meet the mission and program goals but are “forced” to make the LPTA award. Whether selecting contractors for billion dollar, multi-award IDIQ contracts, single award programs, or task orders, both the government and industry often face many challenges due to “LPTA” awards.

On the contractor side, both small and large companies are struggling with preparing and submitting proposal responses to increasingly complex federal solicitations. In order to be successful, companies need to find the most effective pricing strategies to increase their win rates in response to the government solicitation document. LPTA procurements present contractors with a new and risky pricing requirement – risky to both the government and the contractor. Government solicitations often have embedded opportunities for the contractor to employ specific pricing strategies that “game” the procurement to achieve the Lowest Price Technically Acceptable award – an award that may not be in the best interests of the government but LPTA.

This Potomac Forum Workshop reviews how contractors approach LPTA, the problems they face when formulating pricing in regards to specific RFP instructions, what the government needs to know about the contractors pricing approach and how the government can write RFPs and evaluate proposals to make awards that are LPTA and best meet both the short term and long term needs of the program and mission at the lowest cost.

What You Will Learn:

How Contractors use LPTA RFP Deal Conditions and Terms
The Contractors Deal Shaping Processes - What the Government Needs to Know to avoid “gamesmanship”
Contractor LPTA RFP Thresholds for Compliance and Acceptability - What the government needs to know
The Effect of Variations in Source Selection – How the government should develop their acquisition plan to minimize gamesmanship
Best Value vs. LPTA the Contractor's View – What the government needs to know
Contractors approach to LPTA
The Contractor Readying Process for LPTA: Cost/Price Win Basis – What the government needs to know
Price to Win and LPTA the Contractor's View
How Contractors Approach Bidding the Requirements – What government needs to know
The Effect of The Government Evaluation Structure on Contractor Proposal Submissions
Pricing Strategy, RFP Fundamentals the Contractor's View
How Contractors Approach Opportunity Assessment – How the government can “turn off” the best contractors from bidding and why
The Contractor Pricing Process – What the Government Needs to Know
How Contractors Approach Evaluation, Reality Modeling and Gaming

Why You Should Attend:

This 100% educational workshop will teach the government how to construct a more effective LPTA solicitation, avoiding some common errors that embed opportunities for contractors to employ confusing pricing strategies and “game” the system. The workshop will provide the government with a "contractor’s" view of an RFP and the challenges they face in bidding it effectively and performing after award. You will learn what contractors like to see, what they dread seeing in LPTA RFP's, and what the government can do to get better long term contractor performance at a better price – a “Win” for the government.

Who Should Attend:

While this program is conducted for the government, industry is also invited to attend. The “Government – Industry” mix will enhance discussion and learning.

Government:

Federal executives and managers responsible for developing solicitation documents or acquisition strategies: products, systems, or services
Program Managers and Staff responsible for planning and implementing an acquisition program
Contracting Office personnel interested in understanding an acquisition from a program perspective
CAOs and Procurement Office Staff
CTOs and Staff interested in gaining insight into the acquisition process
CIOs, Deputy CIOs and Staff
IGs and Staff
All government Executives, Managers or Staff responsible for developing, reviewing solicitation documents or source selection

Industry:

All industry executives, managers or staff responsible for capture, developing a proposal, pricing strategy or managing a proposal submission.

Format:

Class Room Instruction, Government Speakers, Discussions

Speaker and Presenter Information

Eric Hemmer

Eric Hemmer, is an expert in Federal Acquisition Pricing Strategies and Price To Win analysis. Mr. Hemmer specializes in information technology, communications and electronics, defense and aerospace, healthcare and telecom business decision-support activities within the global marketplace. He has led or supported more than 1250 major systems integration, IT, aerospace, defense and telecommunications projects for Fortune 500 companies performing competitive analysis, strategic pricing, price-to-win analysis, strategic planning and marketing, product development general business and channel development, and technical, managerial, or combined roles with a collective value of more than $600B.

Mr. Hemmer has more than 20 years experience in strategic and tactical market planning, opportunity and business case assessment, product placement and market strategy development, in addition to a background in competitive analysis and pricing support and training. He is engaged on an on-going basis to provide senior management within the major global telecommunications, information technology, systems integration and aerospace companies with decision-support analysis and market/investment guidance.

Projects include large-scale systems and telecom integration, systems and telecom sizing, systems requirements analysis, feasibility and market sizing studies, and conceptual design efforts. His experience furthermore covers work on major opportunities for numerous established and startup corporations, all federal civilian agencies, all branches of the military, the intelligence community and state/local governments.

Mr. Hemmer is proficient in systems life-cycle management, structured systems analysis, and development methodologies, DOD and FIPS standards, contract regulation (FAR, DFAR, etc.) as well as EVMS, performance-based contracting, CAIV, and ITIL. Mr. Hemmer is familiar with current ADP/IT/C&E/A&D theory, practices, and with leading-edge products within the hardware, software, aerospace and

Relevant Government Agencies

Air Force, Army, Navy & Marine Corps, Intelligence Agencies, DOD & Military, Office of the President (includes OMB), Dept of Agriculture, Dept of Commerce, Dept of Education, Dept of Energy, Dept of Health & Human Services, Dept of Homeland Security, Dept of Housing & Urban Development, Dept of the Interior, Dept of Justice, Dept of Labor, Dept of State, Dept of Transportation, Dept of Treasury, Dept of Veterans Affairs, EPA, GSA, USPS, SSA, NASA, Other Federal Agencies, Legislative Agencies (GAO, GPO, LOC, etc.), Judicial Branch Agencies, State Government, County Government, City Government, Municipal Government, CIA, FEMA, Office of Personnel Management, Coast Guard, National Institutes of Health, FAA, Census Bureau, USAID