Changes are abound in the Government contracting world. The way we have to go about acquiring business is shifting as we speak. Several of our clients had procurements cancelled mid-proposal in the last month. We all need to adapt to survive in a shrinking and morphing market. The ongoing financial crunch and long budget approval cycles in the Government are already causing more awards to move to IDIQs and schedules. This is because the government needs to procure faster in the little window of time that they have between the budget approval date and the end of the fiscal year.

IDIQs are tricky, however. As you well know, when it comes to IDIQ vehicles, being the winner does not guarantee getting the prize. Wining an IDIQ competition is like making the playoffs. You still have to compete to win the trophy - task or delivery orders – in order to make actual money. Yet, many companies “collect” IDIQs that bring them very small or no reward at all. Every IDIQ has companies got “zero” in awards. Others make so little, it is hardly worthwhile to have fought to get the vehicle in the first place. The top four most common reasons for this are:

• The lack of proper set up prior to vehicle award – failing to implementing eight critical steps that would set up the company for success
• Reactive nature of responses to task order RFPs where companies throw something over the proverbial wall to barely make the deadline
• Poor task order response processes and tools, and absence of proper organizational mechanisms
• Failure to leverage the IDIQ vehicle creatively

At the same time, there are companies for whom jumping on an IDIQ vehicle is like riding an elevator of growth, winning upwards of 50% of all work. The great part is – there is no reason you couldn’t become one of those companies. You just have to know how – what are the industry best practices in becoming the number one task order winner.

We have an upcoming class that shows you exactly how to master IDIQs and task orders – with all the details including process charts, tools, and the exact how-to roadmap to dominating the IDIQs you are on. Preparing Winning Multiple Award and Task Order Proposals course will take place on September 22-23, 2011 (Bethesda, MD). Olessia Smotrova-Taylor teaches this master class herself, and she has a track record of building an organization that won every single task order on an IDIQ vehicle.

Early bird discount registration is good untill August 26, 2011: www.ostglobalsolutions.com/multiple-award-proposals. There is limited seating in this small and intimate class where you will get to ask all the questions specific to your situation, so claim your spot early.



…PROPOSAL support: If you are short-staffed, your proposal load is heavy, or you don’t have the right skills in-house, we can get you the right help. Please contact Ben Goessling for your proposal development needs at 301-384-3350 ext. 104, or send us an inquiry at service@ostglobalsolutions.com.

…BUSINESS DEVELOPMENT support: Outsource your business development to our experts and find government contracting opportunities in your core competency areas. Contact Alex Brown at 301-384-3350 ext. 102, or send u s an inquiry at service@ostglobalsolutions.com.

OST Global Solutions, Inc.
Your resource for Capture and Proposal Management
...Because there is no second place in proposals!
301.384.3350
www.ostglobalsolutions.com
15621 Holly Grove Rd
Silver Spring, MD 20905 USA

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