Our client came to us to when this opportunity was in the pre-solicitation stage requesting capture management and proposal development services. To begin with, we had several meetings with our client that involved capability assessment and contract requirements analysis. After those meetings, we developed a comprehensive capture and proposal development plan with the single goal of winning one of the contracts for our client in this multiple-award solicitation. Our plan consisted of the below components:
- Comprehensive requirements & objectives analysis
In this component, we worked with our client, developed questions for the CO, and extensively researched and evaluated the previous similar contracts, performance reports of previous contract holders, etc. The final deliverable was an analysis report that served as a launch pad for our future efforts.
- Competitor intelligence & analysis
The strong competition in this opportunity called for a deep and comprehensive analysis of the competitors. That called for GDIC’s Opportunity-Specific Competitor Intelligence services, which we started from day one. On the basis of the competitive data that we gathered, we created a graph database connecting all the important factors that had an impact on winning or losing, on the basis of which the competitors were ranked. Finally, we performed a SWOT analysis and created a Competitor Analysis Matrix.
- Black Hat Review
Before every battle, each side performs maneuvers in order to assess own capabilities against the enemy. In preparing a winning proposal, it is vital to know or predict to a high degree of correctness what your competitors will offer in terms of solution, past performance, capabilities, timing and pricing. For this opportunity, we conducted a Black Hat session for our client. This session was developed based on the results of the previous component (competitor intelligence & analysis), and hiring former employees of the competitor companies. We also brought into the group a SME of the government side: a former DLA officer with experience handling contracts with similar scope and complexity.
The result of this session was unexpectedly rich a fruitful for our client. They could actually sit in place of the government evaluation team, and assess the merits and shortcomings of each offeror’s proposal. It provided a boost to our efforts in developing the winning proposal.
- PTW (Price to Win)
As stated before, another major challenge in this solicitation was pricing. Our client required a complete PTW analysis on the many supply items requested by the government. For this, our PTW team conducted a comprehensive research of the items prices in the region and those sold to the government by the competitors. We also went through the standard PTW process, researching the in detail the Key Pricing Factors. Among these factors, the project-specific constraints had a more significant impact on the win price in this solicitation compared to other bids. This called for a higher level of effort to gather data and extract insight from that data to help GDIC pricing experts to make the right decisions. On the other hand, gathering data on the pricing regime of the competitors was very difficult, as they sold only to the government through federal contracts, and never posted their prices in a publicly accessible resource.
Based on our expertise, and close collaboration with the client, which enabled GDIC to use their valuable resources, we were able to estimate the win price, which proved to right on target.
- Full proposal development
The proposal for DLA MRO CENTCOM solicitation consisted of four volumes. Starting with the results of its activities in the pre-solicitation and capture stage, GDIC developed the proposal for DLA MRO CENTCOM solicitation with an enhanced and expanded Compliance Matrix and a comprehensive review of the client’s capabilities. Matching those capabilities with the solicitation requirements in an enhanced Compliance Matrix pointed our team in the right direction. We know from experience that there are much more than what comes to eye, even after our initial research and investigation in the capture stage. This was predictable in the case of this particular client, as they had a vast and varied network of local and international suppliers, subcontractors, facilitators and delivery agents. They also enjoyed many years of supplying to the military in this and other volatile environments. To gather all this data and present it in a unified way with the other components of the proposal was what GDIC proposal team did. We filled every gap, turned advantages into win factors, and balanced disadvantages with other advantages. The final product went beyond our client’s expectations.
- Color Team Reviews, with a special emphasis on the Red Team Review
Color team reviews played a key role in developing the winning proposal. The pink team review helped our proposal team organize the many different parts of the proposal and input the available data in a consistent manner, while enabling us to satisfy the overall compliance matrix. But the decisive review stage was the Red Team Review. The input from the SME from DLA was critical in completing a quality proposal that responded to every requirement in the best possible manner.
- Post submission services
After the client submitted the proposal, GDIC continued to support its client by responding to enquirers by the contracting officer during their evaluation. After our client’s proposal was short listed, GDIC’s head of capture management division and the proposal team lead participated in the interviews that the government conducted with our client, and presented parts of the proposal orally in the interview sessions.
Government announced the contract awardees on October 9, 2019. Our client was among the awardees. GDIC summed up the several-months long engagement with its client in this solicitation, and extracted lessons learned and new directives for winning future proposals.