WEEK � 9: PROPOSAL: Developing the Technical Proposal

WEEK – 9: PROPOSAL: DEVELOPING THE TECHNICAL PROPOSAL

Come join us weekly as we train and prepare you to capture government contracts.

https://www.govassociation.org/events

These sessions are designed to prepare those enrolled in the Certified Capture Manager (CCM) Program to pass the CCM Exam and to become certified professionals.

Also, these classes are open to all GCA members, partner members and the public. You're welcome to attend and audit the classes with the CCM students. Join the official CCM program when you're ready to receive all the course material and software.

Learn more or enroll in the CCM Program: www.capturemanagement.org

WEEK – 9: PROPOSAL: Developing the Technical Proposal

Lesson 15: Proposal Writing – Part II: Developing the Technical Proposal

Guidance: Section L & M and SOW
Developing the Price/Cost Proposal
Contract Cost Principles & Procedures FAR Part 31
Preparing the Response
Proposal Resources
Requirement Matrix
Proposal Templates
Filing Protests (engage KO, SBA, Ombudsman, GAO, OMB)
Asking for Debriefs – Guaranteed Appointment with Government Buyers
Homework Assignment: Create a proposal outline for chosen project and establish pricing model (benchmark www.gsaadvantage.gov)

Lesson 16: Preparing Your Business for Success-Part II

Learning to source the right opportunities
Understanding the Proposal Regulations
Developing the Technical Proposal

We cover a new topic each session. We will guide you through our 12 Steps to Winning Government Contract Methodology.

ASSESSMENT: Do you have resources? finances, credit, hr/strong staff, talents, mobilization capital
STRATEGY: Do you have a strategic plan? short/long term, jv, teaming, mentor protégé, sub, prime
EDUCATION: Do you speak governese? Understand contracting language, regulations, policies, standards, etc
REGISTRATION: How to get registered for opportunities. What certifications will you need, etc.
IMAGE: How's your brand? strong, recognizable, broad, reputation, past performance
MARKETING: Capability statement, biz card, website, marketing collateral, brand that speaks to gov't buyers?
RELATIONSHIP: Do you have the proper types of relationships in the gov't market. Triangle of relationships
OPPORTUNITY: Do you know where to find oppty’s, FBO, bid match, past awards, prospecting, etc?
PROPOSAL: Can you write proposals? Can you learn or hire one? technical experts, estimators
PERFORMANCE: Can you deliver and perform or do you need subs?
COMPLIANCE: Are you DCAA compliant? accounting system, cyber ready, QA program, insurance, bonding?
CLOSURE: Successful completion of project? Proper close out? Paid yet? ACO happy?

Who Should Attend:

Sales professionals
CEO, Executives and key decision makers of companies
Entrepreneurs and small business owners
Business Development Managers
Consultants looking to grow professionally
Capture managers looking to gain a competitive edge
Contracting professionals and government employees
All members of Government Contractors Association
Primes, subcontractors, & potential teaming partners
New & existing business owners interested in expanding into the government market

Not a member-join: https://www.govassociation.org/join

Speaker and Presenter Information

Abraham Xiong is the Founder of the Government Contractors Association. He has an insatiable love for the B2G market. Over the last decade, he has taught thousands of entrepreneurs to implement the best practices learned from years of practical application and countless hours of research. For his work with the small business community, Mr. Xiong received President Obama’s Lifetime Achievement Award, the Global Humanitarian Award and the State of Georgia afforded him as a Goodwill Ambassador.

Relevant Government Agencies

Dept of Education, Dept of Housing & Urban Development, Dept of Labor, Dept of Veterans Affairs, State Government, County Government, City Government, Municipal Government, USAID, EEOC, Federal Government, State & Local Government