Artech House Professional Development and Technology Managem

Using Knowledge Management to Win Government, Private-sector and International Contracts

By: Robert S. Frey

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Hardcover | 31 March 2002 | Edition Number 3

At a Glance

Hardcover
560 Pages

Edition Type
Revised

Dimensions(cm)
25.4 x 17.78 x 3.18

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Published: 28th February 2005

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Expanded and revised again for its Third Edition, this popular book and its companion CD-ROM are highly accessible, self-contained desktop references developed to be informative, practical, and easy to use. They help small and mid-sized businesses as well as non-profit organizations and public-sector agencies to achieve effective, efficient, and disciplined business development, proposal development, and knowledge management (KM) processes. These, in turn, contribute to increased contract awards and enhanced levels of revenue. Using this book, any small company or organization with a viable product or service can learn how to gain and keep a client's attention, even when working only a few employees. Entrepreneurs can use this resource to assist in the establishment of best-of-breed business development, proposal development, knowledge management, and publications infrastructures and processes within their organizations. In many ways, a small company's future performance in the marketplace will be a direct result of how effectively it chooses to implement the disciplined business development, proposal development, and KM processes and methodologies as well as the modes of thinking presented in this work. All 18 chapters have been updated and expanded to provide you with the very latest guidance on effective proposaling-so essential to the growth and development of your organization.

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Non-Fiction Business & Management Ownership & Organisation of Enterprises Small Businesses & Self-Employed Language & Linguistics Reference, Dictionaries & Guides Writing & Editing Guides Sales & Marketing Business Communication & Presentation Business Strategy Management & Management Techniques

Acknowledgments	p. xiii
Introduction	p. xv
Competitive proposals and small business	p. 1
Overview	p. 3
From set-asides to full and open competition	p. 7
Small business constraints	p. 10
Maximizing small business strengths	p. 11
SBIR and STTR programs	p. 12
Organizing your company to acquire new business	p. 15
Effective strategic and mission planning	p. 20
Converting knowledge into proposal success	p. 21
KM benefits proposal development	p. 27
Internal and external clients: looking at clients in a whole new way	p. 33
Endnotes	p. 34
Strategic partnering and subcontracting opportunities	p. 39
Subcontracting opportunities and pathways to success	p. 40
Critical success factors	p. 41
Specific strategies for achieving subcontracts	p. 42
Becoming part of a governmentwide acquisition contract (GWAC) team	p. 45
Streamlined delegation of authority process	p. 47
How mentor-protege programs can help your business	p. 47
Endnotes	p. 50
Marketing to and with your clients	p. 53
More than just selling	p. 53
Transactions are personal--people buy from people	p. 55
Listen to your client	p. 57
Infuse marketing intelligence into your proposal	p. 57
Intelligence gathering and analysis techniques	p. 59
Call plans	p. 62
Maintain management visibility on your contracts	p. 68
Project managers as client managers	p. 69
Commercial off-the-shelf acquisition	p. 71
Pursuing firm-fixed-price and invitation-for-bid opportunities	p. 72
Using the request for information and the request for comment as valuable marketing tools	p. 73
Standard Form 129s and contractor prequalification statements	p. 74
Ethics in marketing and business development	p. 75
Advertising, trade shows, and high-impact public relations	p. 76
Endnotes	p. 80
Requests for proposals	p. 83
Overview	p. 83
Part I--the schedule	p. 85
Part II--contract clauses	p. 86
Part III--list of documents, exhibits, and other attachments	p. 86
Part IV--representations and certifications	p. 86
The importance of Section L (instructions to offerors)	p. 88
Section M (evaluation criteria): toward maximizing your score	p. 89
Greatest or best value approach	p. 90
Emphasis on performance-based contracting (PBC)	p. 90
Influencing the content of an RFP--legitimately	p. 91
Other types of solicitation documents	p. 93
Endnote	p. 94
Private-sector solicitation requests	p. 95
Nongovernmental organizations (NGOs)	p. 98
The federal acquisition process: emerging directions	p. 101
Overview	p. 101
Statutory and regulatory requirements for competition	p. 102
The source selection process	p. 103
Full and open competition	p. 106
Major contract types	p. 107
Significant recent paradigm shifts in federal government acquisition	p. 108
National Partnership for Reinventing (NPR) Government	p. 109
Understanding the Federal Acquisition Streamlining Act (FASA)	p. 111
Federal acquisition computer network	p. 114
Benefits of electronic data interchange	p. 117
Understanding ANSI X12 standards	p. 117
Sources of information on EC, e-Gov, eB, and acquisition reform	p. 118
DoD Electronic Commerce Office	p. 125
DoD Electronic Commerce Information Center	p. 126
DoD electronic commerce and electronic data interchange infra-structure	p. 126
Using value-added networks and value-added services	p. 127
Electronic Bid Set system	p. 128
EC outside of DoD	p. 129
Endnotes	p. 130
The proposal life cycle	p. 135
What is a proposal in the competitive federal and commercial marketplace?	p. 135
Where does the proposal fit into the total marketing life cycle?	p. 138
Bid-no bid decision-making process	p. 148
Planning and organizing	p. 150
Draft executive summary	p. 150
Theme development	p. 151
Bullet drafts and storyboards	p. 155
Kickoff meeting	p. 156
Writing	p. 157
Major contractor review cycles	p. 157
Blue or Pink Team	p. 158
Red Team	p. 158
Gold Team	p. 162
Black Team	p. 162
Black hat review	p. 163
Preparing for orals and BAFO	p. 163
Debriefings (refer to FAR 15. 1003)	p. 164
Endnotes	p. 165
Major proposal components	p. 167
Overview	p. 167
Transmittal letter	p. 168
Technical volume	p. 169
Front cover	p. 169
Nondisclosure statement on the title page	p. 171
Executive summary	p. 172
Building a compliance (cross-reference) matrix	p. 173
Narrative body of the technical volume	p. 174
Management volume	p. 178
Cost volume	p. 185
Government contract requirements	p. 187
Endnotes	p. 188
Acquisition and proposal team activities	p. 189
Formation and function of acquisition teams	p. 189
Prekickoff activities	p. 191
Proposal kickoff meeting	p. 194
Postkickoff activities	p. 199
The role of the proposal manager	p. 201
Overview	p. 201
Generalized job description	p. 203
The growing importance of oral presentations	p. 211
Outsourcing oral presentation support	p. 212
Oral presentation development process	p. 212
Specific oral presentation guidelines for success	p. 215
Attending to the details	p. 216
Control of the schedule	p. 216
Training additional staff in proposal-management skills	p. 217
Finish the job at hand	p. 220
Successful proposal managers	p. 221
Endnotes	p. 221
Structuring international proposals	p. 223
Overview	p. 223
The importance of the World Bank Group	p. 224
Your company's participation in United Nations procurements	p. 227
European Bank for Reconstruction and Development (EBRD)	p. 229
Asian Development Bank (ADB)	p. 232
International market planning	p. 233
In-country partnerships	p. 234
Host country procurement environments	p. 234
Import-export considerations and technology transfer	p. 235
Risk assessment	p. 235
Terms and conditions	p. 235
Ex-Im Bank of the United States assists small businesses	p. 237
Helpful Web-based resources and in-country support infrastructures for small businesses	p. 238
The Unisphere Institute, U.S. SBA, NASA, and International Marketing	p. 256
British-American Business Council	p. 257
U.S. Trade and Development Agency	p. 258
U.S. Agency for International Development	p. 259
Endnotes	p. 263
Proposal production and publication	p. 265
Internal documentation standards	p. 267
Document configuration management and version control	p. 268
Freelance and temporary publication staff	p. 269
Incorporating technical brilliance up to the last minute	p. 270
Graphics are an integral part of your proposal	p. 271
Action captions	p. 273
Configuration control of graphics	p. 274
Role and structure of your publications group	p. 274
Software and hardware compatibility, standards, and recommendations	p. 275
Electronic proposal submittal and evaluation	p. 277
Important documentation tips	p. 281
Virtual proposal centers, intranets, and extranets	p. 283
Useful document management systems (DMS)	p. 284
Using freelance proposal writers to maintain technical productivity	p. 288
Endnotes	p. 290
Human and organizational dynamics of the proposal process	p. 291
Modifying our thinking to win	p. 292
Building a competitive work ethic	p. 293
Strong link between project performance and proposal success	p. 294
Proposals can be fun!	p. 295
Maximizing human intellect	p. 296
Proposal professionals as change agents	p. 298
Wellness in your proposal process	p. 299
Endnotes	p. 299
Controlling bid and proposal costs	p. 301
What does it cost to get new business, and how are those costs recovered?	p. 302
Tracking BandP expenditures	p. 303
Business development bonus policy	p. 303
Stretching limited marketing funds	p. 306
Endnote	p. 307
Tried-and-true proposal writing and editing techniques	p. 309
Proposals are knowledge-based sales documents	p. 309
Active voice adds strength and saves space	p. 312
Guide the cient's evaluators through your proposal	p. 314
Action captions	p. 316
Methods of enhancing your proposal writing and editing	p. 317
Government-recognized writing standards	p. 319
Additional sources of writing guidance	p. 320
Endnotes	p. 320
Packaging and managing proposal information and knowledge effectively	p. 321
Overview	p. 321
The all-important resumes	p. 324
Project descriptions (project summaries)	p. 325
Proposal boilerplate (canned or reuse material) as knowledge assets	p. 327
Marketing targets	p. 327
Corporate library	p. 332
Proposal lessons-learned database	p. 333
Applying IT solutions: evolutionary informational data systems	p. 335
Lotus Notes scenarios	p. 336
CD-ROM scenarios	p. 336
Intranet scenarios	p. 336
Small business KM success story--this stuff really works!	p. 338
Small-scale, pilot KM initiatives applied to proposal development	p. 338
Balance of tools, disciplined methodologies, and a supportive business culture	p. 339
Development drivers and challenges	p. 339
Sustainment and future enhancements	p. 341
Transferable lessons learned	p. 341
Leveraging federal performance appraisal systems to your company's benefit	p. 342
Endnotes	p. 343
Leveraging business complexity in a knowledge-based economy	p. 345
Turbulent transition toward knowledge-based business	p. 345
How to communicate effectively on your knowledge landscape	p. 349
Envisioning supple business models	p. 351
Sample application: tracing complexity and KM through the proposal development process	p. 355
Summation	p. 356
Endnotes	p. 357
Planning and producing SF254/255 responses for architect-engineer services	p. 359
SF254/255 and the FAR	p. 359
Understanding the required structure of the response	p. 369
Overall strategy of response	p. 369
Build Block 7 first	p. 372
Block 8: selling your project experience	p. 373
Block 10: structure according to the evaluation criteria	p. 374
Block 10 outlining	p. 374
Other blocks	p. 375
Subcontractor participation	p. 378
Building teaming agreements	p. 378
Epilogue: Thinking to win small-business competitive proposals	p. 381
One agency's response to acquisition streamlining	p. 385
Sample proposal kickoff package	p. 393
Template to capture important resume information	p. 407
Marketing information and intelligence sources: federal, international, and private sector	p. 411
Sources of federal marketing leads and information	p. 412
Sources of international marketing leads and information	p. 422
Sources of U.S. private-sector marketing leads and information	p. 424
Glossary of proposal-related terms	p. 427
Selected list of acronyms and abbreviations	p. 449
Selected bibliography	p. 495
About the author	p. 513
Index	p. 517
Table of Contents provided by Syndetics. All Rights Reserved.

Artech House Professional Development and Technology Managem

Using Knowledge Management to Win Government, Private-sector and International Contracts

At a Glance

New Edition

Hardcover

Shipping

How to return your order

Defective items

You Can Find This Book In

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