| If you have not read parts 1 and 2 of this mini | | | | service and warranty combination. They want |
| series on How To Get A Government Contract, I | | | | protection and they know how to get it through |
| suggest you do so to help understand what has | | | | the competitive bidding process. |
| been said and how it applies to what is being said | | | | I have been involved in government bidding a few |
| in this third and final part of the mini-series. | | | | times and there are pros and cons associated |
| Whether you are planing to seek government | | | | with the process. The "pros" of the process is to |
| contracts at the local, state or federal level, or | | | | win a contract and enjoy the revenue stream |
| private contracts, it makes sense to see the | | | | that results therefrom. The "cons" are that a hell |
| acquisition process through the eyes of the | | | | of a lot of hard work can go into the bidding |
| purchasing agent/authority who will be making the | | | | process without a payoff. One bidding situation I |
| decision to award the contract. There are three | | | | was involved in was with a state agency taking |
| basic points to consider that a purchasing agent | | | | bids on a creative job placement process to help |
| definitely considers: Planning, Participation, and | | | | people with disabilities gain employment with a |
| Protection: | | | | living wage. There were about 100 organizations |
| PLANNING: Contracting procurement officers | | | | involved with the bid and each organization came |
| (CPO's) and purchasing agents (PA's) often rely | | | | up with the best pitch, price service and |
| upon the department, agency or institution for | | | | performance angle. We did not win the bid. But |
| input regarding an acquisition planning and will | | | | what the state got was 100 sources of free |
| consider a variety of issues that help identify the | | | | ideas from business in the field of marketing, job |
| minimum needs of the agency or the end user. | | | | placement, advertising, etc. and it didn't cost the |
| This information is used in the planning phase and | | | | state a dime. If those same 100 businesses were |
| the development of the request for proposal | | | | contacted and PAID for their input, it would have |
| (RFP). | | | | cost the state a TON for the professional advice |
| PARTICIPATION: After the planning and needs | | | | and ideas they received through the bidding war. |
| analysis, the development of the RFP is many | | | | The state really worked the crowd and milked 99 |
| times a collaborative effort with specifications | | | | companies for the strategic information that was, |
| provided by a person or team of experts who | | | | presumably, kept by the state and handed over |
| have carefully thought through the technical | | | | to the winning company to incorporate the best |
| aspects of the acquisition. This technical | | | | ideas into the entire job placement system. It |
| information is used to develop the RFP for release | | | | was a sleazy deal and convinced me to stray |
| to the bidding market. CPO's or PA's will identify | | | | away from any further "creative idea type |
| exacting specifications based on internal needs | | | | proposals" with any organization, especially the |
| and, depending on the size and scope of the | | | | government. Just a point to ponder... |
| acquisition project, an exhaustive market | | | | There is money and revenue stability in |
| research. The point is that purchasing agents do | | | | government contracts for those with the capacity |
| their homework before they release the RFP and | | | | to deliver goods and services. As I said in (part 1) |
| they know a lot about the industry/commercial | | | | of this mini series, it makes sense to build up a |
| sector and have intelligent expectations of market | | | | track record (past performance) by bidding on |
| costs and services revolving around their potential | | | | projects in your own backyard with villages, |
| purchase. | | | | townships, small cities and counties before going |
| PROTECTION: CPO's and PA's want protection | | | | after the big fish at the state and fed level. |
| before they award a contract to any bidding | | | | Although, going for smaller grants is not a |
| party. The first thing they consider is the past | | | | prerequisite to pursuing state and fed contracts it |
| performance of the bidding companies and the | | | | does build experience with the process. I hope |
| winning company's ability to satisfy all | | | | you have found this mini series helpful. |
| requirements of the contract at the absolute best | | | | Thanks for reading! |
| possible price, with the best possible terms, | | | | |