PREPARING
BIDS & CONDUCTING NEGOTIATIONS
:: The skill of bidding and negotiation constitutes one of the most
vital avenues to surviving in the government procurement sector.
Without mastery of these skills, a small business has little chance of
long-term success. It takes a significant investment of time and
resources to develop a winning formula, but this investment will
ultimately benefit your company many times over. This page links
to useful tools available on the Web to assist your company in preparing
bids and negotiating contracts.
Make
a Winning Offer
The
Magic of Winning Proposals. This interactive manual is
hosted by R-3.com (owned and operated by Laura Ricci). It is a fun
and informative way to learn about the process of proposal writing. It
also provides a good overview of typical proposal-writing terminology.
Proposal
Pointers and Pitfalls. Hosted by Deborah Kluge
(independent consultant), this article provides an overview of practical
considerations to keep in mind when preparing a proposal for submission
to a government agency.
Regulations
Governing Bids and Negotiations. The FAR provides the core
framework of regulations governing bids and negotiations with government
agencies. These regulations flow from numerous laws passed by
Congress, as well as a long history of practical industry
experience. Follow this link for FAR highlights on the bidding and
negotiation process.
Contract
Pricing Reference Guides. Written jointly by the Federal
Acquisition Institute and the Air Force Institute of Technology, these
five volumes provide guidance to agency contracting personnel on matters
of contract pricing, cost analysis and negotiation. They provide
excellent insight into agency considerations when interacting with the
government on cost and pricing issues.
Defense
Systems Management College: Indirect Cost Management Guide.
Provides an overview of the basic principles and issues related to
indirect-cost management. While written to assist government
personnel, this document provides contractors with an insider's view on
the government system of checks and controls for contractor indirect
cost management.
