A recent GAO decision highlights an error we at Potomac Contracting Solutions have seen countless companies make. They assume that they know the Government’s needs better than the Government does, and they lose a contract they should have won.
Here, a request for proposals (RFP) for particle counters to detect impurities in fluid samples required offerors to explain their approach to “degassing” the samples. Hal Technology’s (HalTech) proposal didn’t do this. Even after the agency pointed this out and gave HalTech a second chance, HalTech still did not propose a degassing method. Instead, HalTech explained why it found some degassing technologies ineffective, and said that it would “investigate,” possible degassing methods in the future.
The agency found HalTech’s response lacking, and ultimately awarded the contract to a competitor (even though HalTech’s proposal was significantly cheaper).
What is the lesson here?
It’s simple: The Government knows what it wants. For the best chance of winning, you should give it to them.
Hey, we get it. You know your industry better than the government bureaucrats who wrote the solicitation. You know what your customers really need, and where you can save them money. You can offer a solution that will meet the government’s real needs, right?
Wrong. The government is required to evaluate proposals against what is written in the solicitation. Ignoring a solicitation requirement – even one that you think is wrong or unnecessary – is a surefire way to get disqualified or evaluated poorly.
So what should you do?
The most basic answer is to always give the government what it wants. Go over the RFP, RFQ, or other solicitation document with a fine-toothed comb, and make sure that your proposal explains how you meet or exceed every requirement. Don’t assume that you know best, and don’t assume that any requirement is unimportant or can be ignored.
The better answer is to review the solicitation early, identify any requirements that don’t make sense, and ask a pre-bid question. Almost all solicitations will have a deadline for pre-bid questions, and many (but certainly not all!) agencies are receptive to helpful suggestions during this period. Staying on top of your process for identifying and reviewing potential contract opportunities will make sure that you identify these issues in time to bring them to the agency’s attention.
But as always, the best advice is to contact us early. We can help you review the solicitation, submit constructive questions to the agency, and draft your bid or proposal. Through our years of experience with government contracting proposals, we can help ensure that your proposal addresses all of the government’s requirements, puts your best foot forward, and maximizes your chances of success.