PRESENTATION FOR SOCIETY OF MILITARY ENGINEERS FEDERAL BUSINESS DEVELOPMENT ALAN FREEMAN

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PROPOSAL INSIGHTS ALAN B FREEMAN, PE

PRESENTATIONFOR

SOCIETY OF MILITARY ENGINEERS

FEDERAL BUSINESS DEVELOPMENT

ALAN FREEMANAUGUST 2009

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PROPOSAL INSIGHTS ALAN B FREEMAN, PE

BACKGROUND AND EXPERIENCEFEDERAL EXPERIENCE:

• CHAIRMAN NUMEROUS SELECTION BOARDS

• SERVED ON TWO CLEAN SELECTION BOARDS

• REVIEWED HUNDREDS OF PROPOSALS

PRIVATE EXPERIENCE:

• PROGRAM MANAGER NAVY RAC

• SENIOR PROJECT MANAGER ARMY TERC

• SUCCESSFUL PROPOSAL MANAGER ON RACS, TERCS & IDIQ PROPOSALS

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PROPOSAL INSIGHTS ALAN B FREEMAN, PE

TODAY’S AGENDA

NAVY OPPORTUNITIES

AMERICAN RECOVERY AND REINVESTMENT ACT

BIGGEST PROBLEMS FOR NAVY EVALUATORS

EXAMPLES OF WHY PROPOSALS WERE LOST & WON

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PROPOSAL INSIGHTS ALAN B FREEMAN, PE

NAVY OPPORTUNITIES

CONSTRUCTION• BASIC ORDERING AGREEMENT (BOA)• ARCHITECT-ENGINEERING (A-E)• MULTIPLE AWARD CONSTRUCTION CONTRACT

(MACC)ENVIRONMENTAL• ARCHITECT-ENGINEERING (A-E)• ENVIRONMENTAL MUTLPLE AWARD CONTRACT

(EMAC)• PERFORMANCE-BASED MULTIPLE AWARD

CONTRACT (PERMAC)

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PROPOSAL INSIGHTS ALAN B FREEMAN, PE

NAVY OPPORTUNITIES

CONSTRUCTION

BASIC ORDERING AGREEMENT (BOA)

8 (A) SET - ASIDE LIMITED TO FIRST FOUR YEARS OF BUSINESS

MUST HAVE OFFICE IN LOCATIONS SPECIFIED AND APPROVED BY SBA

RELATIVELY SIMPLE PROPOSAL PROCESS

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PROPOSAL INSIGHTS ALAN B FREEMAN, PE

NAVY OPPORTUNITIES

CONSTRUCTION (CON’T)

• ARCHITECT – ENGINEERING

LIMITED OPPORTUNITIES

BROOKS BILL SELECTION

TWO - STEP PROCESS

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PROPOSAL INSIGHTS ALAN B FREEMAN, PE

NAVY OPPORTUNITIES

CONSTRUCTION (CON’T)

• MULTIPLE AWARD CONSTRUCTION CONTRACT (MACC)

DESIGN BUILD ELEMENT

CAN BE AN EXPENSIVE PROPOSAL

TYPICALLY A SAMPLE PROBLEM

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PROPOSAL INSIGHTS ALAN B FREEMAN, PE

NAVY OPPORTUNITIES

CONSTRUCTION (CON’T)

• MULTIPLE AWARD CONSTRUCTION CONTRACT (MACC) TREAT IT LIKE AN ACTUAL TASK ORDER

• TYPICALLY FIVE OR SIX EVALUATION FACTORS EXPERIENCE INCLUDING SUBCONTRACTORS PAST PERFORMANCE

SMALL BUSINESS SUPPORT SAFETY

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PROPOSAL INSIGHTS ALAN B FREEMAN, PE

NAVY OPPORTUNITIES

CONSTRUCTION (CON’T)• MULTIPLE AWARD CONSTRUCTION

CONTRACT (MACC) MANAGEMENT PLAN SMALL BUSINESS UTILIZATION TECHNICAL APPROACH (SOLUTION TO SAMPLE PROBLEM PRICE (COST FOR THE SAMPLE PROBLEM)

• SELECTION BASED ON BEST VALUE

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PROPOSAL INSIGHTS ALAN B FREEMAN, PE

NAVY OPPORTUNITIES

ENVIRONMENTAL

• ARCHITECT – ENGINEERING

COMPLIANCE

REMEDIATION

CULTURAL RESOURCES

NATURAL RESOURCES

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PROPOSAL INSIGHTS ALAN B FREEMAN, PE

NAVY OPPORTUNITIES

ENVIRONMENTAL (CON’T)

• ENVIRONMENTAL MULTIPLE AWARD CONSTRUCTION CONTRACT (EMACC) TREAT IT LIKE AN ACTUAL TASK ORDER

• TYPICALLY FIVE OR SIX EVALUATION FACTORS PAST PERFORMANCE SPECIALIZED EXPERIENCE INCLUDING SUBCONTRACTORS

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PROPOSAL INSIGHTS ALAN B FREEMAN, PE

NAVY OPPORTUNITIES

ENVIRONMENTAL (CON’T)

• ENVIRONMENTAL MULTIPLE AWARD CONSTRUCTION CONTRACT (EMACC) SAFETY CONTRACT MANAGEMENT TECHNICAL APPROACH (SAMPLE PROBLEM) PRICE (SAMPLE PROBLEM)

• SELECTION BASED ON BEST VALUE

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PROPOSAL INSIGHTS ALAN B FREEMAN, PE

NAVY OPPORTUNITIES

ENVIRONMENTAL (CON’T)

• PERFORMANCE-BASED MULTIPLE AWARD CONTRACT (PERMAC) SIMILAR TO EMAC ENVIRONMENTAL REMEDIATION ENVIRONMENTAL DESIGN FIXED PRICE AS OPPOSED TO COST REIMBURSABLE

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PROPOSAL INSIGHTS ALAN B FREEMAN, PE

AMERICAN RECOVERY & REINVESTMENT ACT

PURPOSE – TO CREATE OR SAVE JOBS

REQUIRES UNPRECEDENTED LEVELS OF TRANSPARENCY, OVERSIGHT, & ACCOUNTABILITY

REQUIRES EACH CONTRACTOR TO REPORT ON ITS USE OF RECOVERY ACT FUNDS

REQUIRES NAMES AND TOTAL COMPENSATION OF EACH OF THE FIVE MOST HIGHLY COMPENSATED OFFICERS OF THE CONTRACTOR FOR THE CALENDAR YEAR

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PROPOSAL INSIGHTS ALAN B FREEMAN, PE

AMERICAN RECOVERY & REINVESTMENT ACT

PROPOSAL PROCESS:

FULL TIME EQUIVALENTS (FTE)

• JOB RETENTION - EXISTING POSITION THAT WOULD NOT HAVE BEEN CONTINUED WERE IT NOT FOR ARRA FUNDING

• JOB CREATION - NEW POSITION CREATED AND FILLED

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PROPOSAL INSIGHTS ALAN B FREEMAN, PE

AMERICAN RECOVERY & REINVESTMENT ACT

PROPOSAL PROCESS (CON’T):

• DIRECT JOBS – JOB YEARS CREATED FOR THIS PROJECT

• INDIRECT JOBS – JOB YEARS CREATED AT SUPPLIERS WHO MAKE THE MATERIALS USED IN THE PROJECT

• INDUCED JOBS – JOB YEARS CREATED ELSEWHERE IN THE ECONOMY AS INCREASES IN INCOME FROM THE DIRECT PROJECT SPENDING

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PROPOSAL INSIGHTS ALAN B FREEMAN, PE

BIGGEST PROBLEM FOR NAVY EVALUATORS

• NUMBER OF SUBMITTALS SUBSTANTIALLY INCREASED

CAPITAL IMPROVEMENTS WAS AVERAGING 20 SUBMITTALS, NOW RECEIVING 80 TO 100!

• MANY SUBMITTALS DO NOT FOLLOW THE RFP!

PAGE LIMITATIONS

EXPECTED PROJECT RANGE

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PROPOSAL INSIGHTS ALAN B FREEMAN, PE

BIGGEST PROBLEM FOR NAVY EVALUATORS (CON’T)

• MANY SUBMITTALS DO NOT FOLLOW THE RFP! (CON’T)

PROJECTS OUTDATED

REGISTRATION NOT UP TO DATE

USING THE SAME SUBCONTRACTOR

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PROPOSAL INSIGHTS ALAN B FREEMAN, PE

EXAMPLES WHY PROPOSALS WERE LOST

PROJECT SUBMITTED - BAD EVALUATION FROM CUSTOMER

POOR SAFETY RECORD

REGISTRATION NOT VALID

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PROPOSAL INSIGHTS ALAN B FREEMAN, PE

EXAMPLES WHY PROPOSALS WERE WON

PEOPLE AND PROJECTS

UNDERSTANDING THE INTERVIEW PROCESS

GREAT TECHINCAL APPROACH TO SAMPLE PROBLEM

WRITING PROPOSAL FOR DIFFERENT LEVELS OF EVALUATORS

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PROPOSAL INSIGHTS ALAN B FREEMAN, PE

• Questions?

IF YOU HAVE ANY QUESTIONS ABOUT THIS PRESENTATION PLEASE CONTACT ME AT:

619-240-3441ProposalInsights@aol.com