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Preparing Winning Multiple Award and Task Order Proposals

October 5, 2017 - October 6, 2017

This course will help the attendees discover the secrets and the exact how-to recipes for winning and making money on the multiple award contract (MAC) vehicles. This class provides the essential knowledge to win MACs, otherwise referred to as Indefinite Delivery/Indefinite Quantity contracts (IDIQ), Government wide Acquisition Contracts (GWAC), Blanket Purchase Agreements (BPA), Multiple Award Task Order Contracts (MATOC), Indefinite Quantity Contracts (IQC), and others; and teaches you how to win task order proposals that follow.

Learn how to win and actually make money on multiple award contract vehicles you win.

Nearly 1,200 MACs comprise more than 25 percent of all Government contracts, and are awarded to limited groups of suppliers that bid against each other for orders. Once awarded, MACs enable companies to grow quickly because they can win task orders on them within weeks, as opposed to single-award contracts that can take months or years. Not every company, however, knows how to benefit from these MACs, even if they happen to win these contracts. Companies run into difficulties in making money on these vehicles without the proper knowledge of how to dominate their better-educated competition. According to Bloomberg Government analysts, here are some MAC facts to ponder:

  • Total MAC spending has been steadily increasing despite a decrease in total procurement spending. Additionally, a 2008 law requires all contracts with a potential value of at least $100 million to be awarded through MACs. In other words, more work is going to be awarded under MACs, and if you don’t hold the right MACs, you won’t able to compete for the perfect contracts for your company.
  • Only about 3,600 companies out of hundreds of thousands of Government contractors participate in non-schedule MACs, and this number has stayed flat in the past few years. This means that all the MAC money goes to a small fraction of companies who are in the know. Isn’t it the time to join their ranks or even {C} {C} {C} {C} dominate that relatively small pool?
  • Agencies keep selecting the same companies while they increase the number of competitors on their MACs. It means that the companies who have learned “the system” for winning on these vehicles will continue winning and growing their MAC footprint. Until you understand how they do it, you won’t be able to catch up {C} {C} {C} {C} —which is why you should take this course.
  • The Feds are awarding more and more work to small businesses under MACs, with double-digit annual percentage increases. If you are a small business, or a large business teaming with good small businesses, this is your time to master MACs to benefit from the current trend.

Many companies don ’t know how to win MACs against dozens, if not hundreds of competitors, because the requirements are broad, and make it hard to shine. Many small businesses are at a loss as to how to price a MAC. They don’t know what strategies exist to make themselves more competitive while being able to execute after award. This course will teach you how. It doesn’t get any easier after winning a MAC as most companies have trouble winning task orders.

The deadlines and the proposal page count keep shrinking and the competition gets even tougher, making it harder to win proposals even when you are the most qualified bidder. Responses barely make the deadline because proposal managers learn about many task order requests for proposal only as they are released. The lack of pre-proposal planning leads to throwing boilerplate over the wall and hoping to win on price. We will show you a different way to maximize your task order win rate.

The class is 50% lecture, 30% exercises, and 20% discussion. This course will teach you how to crack the MACs’ code and turn them from expensive boondoggles into a force multiplier for your company.

Location: Metro Park North Business Center, 7361 Calhoun Place, Suite 560, Rockville, MD 20855 (check our Visitor Guide for location details, driving directions, nearby hotels and restaurants, and more).

Course completion: By attending this class, you will receive 3 CEUs towards your APMP accreditation, or 3 PDUs towards your PMP. At the end of this course you will get a Certificate of Completion.

Who should attend this course: Proposal department directors, company executives and senior managers, capture managers, proposal managers, business developers, business owners, project personnel.

Course materials: Course workbook, handouts, templates, forms, and checklists.

Professional certification: This is a Core Curriculum Course that provides 2 units (2-days) towards Bid&Proposal Academy certification program for proposal professionals. To learn more about the program or enroll: www.ostglobalsolutions.com/certification

The experts who teach our business development, capture and proposal training are highly experienced currently practicing proposal professionals whose years of successful experience in Government acquisition and training allow them to offer valuable insights to our students. Our instructors can answer tough questions as they come up during the course. They can also tailor the material to their students’ specific challenges, and share their experience based on the most current realities. Check our instructor’s bios.

Registration and Fees

For team discounts please change quantity of attendees at the checkout and click “Recalculate” to get the discount. Register 3 weeks before class date and receive $100 off per attendee as an EARLYBIRD discount!

  • $1390 per one attendee ($1290 if registered 3 weeks before class date).
  • $1250 per attendee when registering a team of 3 or more ($1150 if registered 3 weeks before class date), discounts apply at the checkout.

Seating is limited. Do not delay registering.

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Cancellations and rescheduling policy: Cancellation notification must be received 10 business days prior to the training date. Upon notification, your registration fee will be refunded less a $100 non-refundable processing fee. Any cancellations beyond the 10 business days are non-refundable, but the course fee can be applied towards another training course, webinar, or an OST Global Solutions training product. No refunds will be made for the cancellation of a rescheduled course. Attendee substitutions may be made at any time. Payment must be received prior to the course date. No-shows are liable for the full class fee.

For additional questions please call 301-384-3350 during normal business hours. If you’d like to pay by invoice please send an email to service@ostglobalsolutions.com (NOTE: the payment must be received prior to the course start date).

Would you like to take this class remotely? We have webcasting capability. Please send us an email at service@ostglobalsolutions.com if you’d like to attend a class via live webcast The date and time will be the same as the classroom training.

Testimonials

“The material presented in this course was the blueprint for developing a winning IDIQ proposal response. If there was ever a secret sauce for managing IDIQs from beginning to end, this course contains all the ingredients. I enjoyed the course so much, that I plan on attending yet another OST Global Solutions course to improve my Government contracting skills.”

Scott Souva, Operations Manager, Assured Information Security, Inc.

“I highly recommend this course to both professionals and novices who are interested in learning how to be successful in promoting their proposals and win Government contracts. The course is taught by an experienced professional who shares her winning strategies with the class in a teaching style that is faced paced but highly understandable. The key to the class is that it is application oriented: you learn the tools of the craft. I am a business development professional, I have attended other courses, but this is definitely the best of the best.”

Dr. Igor G. Plonisch, Vice President, Strategic, Assured Information Security, Inc.

 “Through continuous interaction with the class, multiple real-life examples, and a humorous approach, the instructor skillfully delivered a big volume of theoretic material. She kept the class engaged, encouraged experience exchange and provided a good number of solutions. I’m looking forward to coming back for more classes.”

Maya M.

Learning Objectives

The participants will learn and practice skills in:

  • Understand the MAC trends in Government procurement.
  • Determining what IDIQ portfolio a company should have considering its core competencies and target agencies.
  • Qualifying an IDIQ for fit and conducting a capture effort to best position to win an IDIQ contract.
  • Contributing to a MAC win not only as a prime but also as a subcontractor.
  • Developing the IDIQ proposal content with the right answers to win the competition.
  • Applying the IDIQ pricing strategies.
  • Understanding why many companies fail to compete effectively and make good money on an IDIQ.
  • Cracking the “code” of an IDIQ to determine task order patterns and win strategies.
  • Positioning the right resources to help write persuasive and compliant task order proposals.
  • Adding more face value as a proposal manager on fast-turnaround task order pursuits.
  • Running mini-capture and creating an IDIQ specific Customer Map.
  • Establishing an infrastructure and environment necessary to maximize the task order win rate.
  • Developing a MAC-specific process for winning task orders.
  • Developing a reusable toolset for implementing a task order process.
  • Enacting a comprehensive marketing plan for the MAC.
  • Getting the entire company involved in winning more task orders.
  • Building a proposal library for winning fast turnaround task orders.
  • Preparing a concise text and information-packed graphics to convey your competitive advantages in an extremely page-limited proposal format.

Course Curriculum

Day 1 highlights

Module 1: Introduction and Learning Objectives

  • MACs foundations- what are the vehicles and how can a company make money on a MAC.
  • MAC benefits and trends in Government procurement.

Module 2: Understanding IDIQs and Defining Your Company’s MAC Needs

  • Why the Government likes IDIQ.
  • The types of MACs.
  • Navigating through IDIQ terminology.
  • How different MACs work and what it means for your business development efforts.
  • Top 20 MACs.
  • Products and services the Government buys through non-schedule MACs.
  • Top agencies that spent money on MACs.
  • The differences between IDIQs and requirements proposals.
  • Problems with leveraging IDIQs.
  • Techniques to determine what specific IDIQs your company needs.
    Exercise: Determine what MACs a company needs to have in its portfolio.

Module 3: Preparing to Win an IDIQ

  • Gathering the key information you need to know about an IDIQ to determine whether it is a fit.
  • Determining proposal preparation details for solution development and resource planning.
  • Conducting an IDIQ capture effort, including customer engagement, intelligence gathering, win strategy analysis, IDIQ- specific competitive analysis, teaming, and solution development.
    Exercise: Perform a competitive analysis for an IDIQ with multiple competitors.

Module 4: Developing a Solution and a Winning Proposal for a MAC

  • Developing management, technical, past performance, and other solutions.
  • Planning for the proposal.
  • Establishing proposal security given the “incestuous” teaming and non-exclusive subcontractors, while gaining maximum benefit from team’s knowledge.
  • Special considerations for MAC proposal reviews.
  • Proposal management best practices for MACs.
  • Techniques for running an effective virtual proposal with multiple teaming partners.
  • How to support proposals when you are a subcontractor and not the prime.
    Discussion: What best practices have the participants followed in preparing a MAC proposal?

Module 5: Winning MACs Through Content

  • Mastering the elements that are common from an IDIQ to IDIQ.
  • How to address the common proposal solution elements correctly to meet and exceed Government evaluators’ expectations.
  • IDIQ pricing strategies.
    Discussion: What IDIQ pricing strategies do participants find most applicable to their scenarios?

Day 2 highlights

Module 6: The Secrets of Making Money on MACs 

  • The only way to make money on a multiple award IDIQs.
  • The reason why the number of companies winning IDIQs and task orders grows.
  • The secret of how to start “cracking the code” of your IDIQ.
  • How to determine task order patterns.
  • How to position to win the majority of task orders.
    Exercise: Identify patterns for a specific IDIQ.

Module 7: Organizing to Prepare Winning Task and Delivery Orders 

  • Characteristics of a task order request for proposal.
  • How task orders differ in format even on the same IDIQ.
  • Personnel roles and internal and external resources necessary to win task orders.
  • What atypical proposal role is in fast deadline and page-limited task order proposals.
  • Training necessary for your resources to maximize effectiveness and efficiency in preparing winning task order proposals.
    Exercise: Given a company-specific scenario and resource constraints, determine the best path of action to establish a high-functioning task order shop.

Module 8: Establishing an Infrastructure and Environment Necessary to Maximize Your Task Order Win Rate 

  • The tools you will need to develop a task order winning machine.
  • The resources required to prepare proposals more efficiently and effectively.
  • Developing a Task Order Manual to keep the team on the same page.
  • Determining the marketing rules of engagement for your IDIQ team.
  • Defining a unified customer message.
    Exercise: Determine marketing rules of engagement for a specific scenario.

Module 9: Developing a MAC-Specific Process for Winning Task Orders  

  • Tailoring the process to the specific MAC procurement processes.
  • Techniques for developing a streamlined task order process.
  • Example of a task order process.
  • Conducting a mini-capture for task orders.
  • Creating a Customer Map.
  • Influencing the requirements during task order capture.
  • Developing and enacting an integrated marketing plan for the MAC.
  • Developing a reusable toolset for implementing your task order process.
    Discussion: What processes do the participants organizations need to implement or optimize?

Module 10: Developing the Task Order Engine to Ensure Wins  

  • Setting up and tracking task order details in a pipeline.
  • Tracking customer-specific information important in task order wins.
  • Techniques for setting up a MAC-centered proposal library and developing reusable materials.
  • Types of proposal collateral to keep in the library.
  • Involving operations personnel in increasing your task order win rate.
    Discussion: What are the actions your organization will take to increase your task order win rate?

Module 11: Secrets of Preparing Winning Task Order Proposals

  • The biggest value proposal managers can add to running fast turnaround proposals.
  • Examples and characteristics of text specific to task order proposals.
  • Examples of info graphics used in winning task order proposals.
  • Rules for developing task order pricing.
  • Additional resource recommendations.
    Exercise: Edit text as appropriate for a page limited task order.

Module 12: Summary and Recap

Details

Start:
October 5, 2017
End:
October 6, 2017
Event Category: