All About The

“ Debrief ”

All About The DEBRIEF

• Agenda

– Introductions– Presentation– Q & A

All About The DEBRIEF

– Introductions:• Fed Bid Speed• Fierce Government• Anna Urman, Tactical Insight• Jennifer Schaus – JS & Associates

All About The DEBRIEF

• Fed Bid Speed* Software program to manage B2G Opps

* Single click integration with FBO.gov

* Share notes & project manage RFP’s

All About The DEBRIEF

• Fierce Government* Free Govt IT Newsletter

* IT in Govt Agencies / Defense / Cloud / Cyber

* White Papers / Events / Analysis

* In-depth & Quality = Differentiator

All About The DEBRIEF

• Tactical Insight, LLC* Federal & State/Local Market Research

* Opportunity Identification

* Competitive Analysis

All About The DEBRIEF

• Jennifer Schaus & Associates• B2G Services and Events

GSA Schedules

Federal Sales / Marketing

Full List of Webinars & Events: http://JenniferSchaus5.eventbrite.com

All About The DEBRIEF

All About The DEBRIEF

* WHAT is it?

* WHO can use it?

* HOW & WHY use it?

* WHEN / Frequency to use it?

To Debrief

Or Not To Debrief

All About The DEBRIEF What Is It?

* Constructive Criticism / Critique w CO

* Post Award meeting

* At Gov’t office (usually)

* Why you lost – or won

* Formal debriefing rules : FAR

15.505/15.506

All About The DEBRIEF

Who Can Use it?

* Losing Bidders

& …

* Winning Bidder

All About The DEBRIEF

Why To Use it?

* Learn what you did well - or not* Create relationship w CO/agency* Insight into agency thought process* Intel for next opp* Grounds for protest

All About The DEBRIEF How to Use it. You’re Questioning . . .

* What worked & what didn’t * Form & substance * “Any specific considerations that precluded us from being

selected?”

* Ask for specific ratings – yours & winner’s* How were criteria evaluated* Any eval factors NOT specified in RFP? (TRICK Q!)

All About The DEBRIEF How to Use it. You’re Questioning . . .

* Any dissent in the evaluations

* “Optimal” answers the govt was seeking

* Documents: contract & debriefing file, incl. notes & evals

* Correct (a mistake) or leverage (a positive)

* Similar upcoming opportunities

All About The DEBRIEF What NOT To Do:

* Defensive / argumentative* “Water Cooler” / informal chats with gov’t * Validity of requirements / mistakes in RFP* What can you do to correct (a mistake) or leverage (a positive)* Details of other proposals

All About The DEBRIEF

When To Use & Frequency Of Use

* Post award

* Winning Bid – learn why selected

* Losing Bidders - learn where deficient

* Time is of the essence – protest period is short

All About The DEBRIEF

Conclusions . . .

All About The DEBRIEF

Conclusions

* Great way to obtain intel

* Alternative way to build relationship

* Smart business practice - if you learn from it

Thank You for attending.Q & A

Please submit Questions here…..

All About The Debrief

All About The DEBRIEF

Jennifer Schaus & AssociatesJSchaus@JenniferSchaus.com

www.JenniferSchaus.com+ 1 – 2 0 2 – 3 6 5 – 0 5 9 8

Anna UrmanTactical Insight LLCanna@tacticalinsight.com+ 1 - 5 7 1 - 2 7 8 – 9 5 4 8