This course covers the process and nuances of how to write an unsolicited proposal and help the government justify the issuance of sole-source contracts. It is a way to get work under contract fast. It helps both the contractor and the government avoid lengthy and expensive traditional procurement processes. However, there are lots of misconceptions and misunderstandings about the sole-source process. For example, sole-source contracts are not only the domain of small disadvantaged businesses such as 8(a) and HUBZone certified companies but can be used by other small businesses (and even large ones). Learn the seven authorities for issuing the sole-source contracts, write unsolicited proposals, distinguish between situations that are appropriate and not appropriate for a sole source, use white papers and point papers like a pro-business developer, help the government justify awarding the contract to your company, and more.
Olessia Smotrova, CF.APMP Fellow, president and CEO of OST Global Solutions, Inc. (www.ostglobalsolutions.com – home of the GovCon Incubator and Bid & Proposal Academy), has more than 20 years of experience in business development, communications, and marketing, including more than 15 years in contract capture and proposal management. She led winning bids for four out of five top Government contractors, winning more than $20 billion over the course of her career. She is the author of the book How to Get Government Contracts: Have a Slice of $1 Trillion Pie. She also consults and teaches others how to get contracts with the government and large commercial organizations, as well as developing processes, tools, and Bid & Proposal Academy courses that enhance business developers’ abilities to win business. She has taught a graduate course at the Stevens Institute of Technology and provided training to Treasury and NASA. She has served for two years as the President of the National Contracts Management Association (NCMA) Bethesda/Medical Chapter and for 2 years as the President of the Association of Proposal Management Professionals (APMP) National Capital Area Chapter. She is recognized as an APMP Fellow for her contributions to the field of capture and proposals – the highest honor in the business development profession. Prior to supporting hundreds of Fortune 500 companies and small businesses as a proposal consultant and growing OST, she worked as a business developer for Raytheon and Lockheed Martin and wrote for the Financial Times of London.
David Huff is the Vice President of OST Global Solutions, Inc. (www.ostglobalsolutions.com – home of the GovCon Incubator and Bid & Proposal Academy). He has more than 10 years of Government Business Development and military experience. He is a dynamic leader who develops pipelines and implements growth strategies for OST’s client companies. He is a skilled facilitator and has captured, managed, and written proposals up to $1.5B in value. He is an instructor at OST’s Bid & Proposal Academy, teaching thousands of attendees from businesses and government organizations, such as General Dynamics Information Technology (GDIT) EXCEL Training Program, NASA Langley Research Center, and the Department of Treasury. He has presented at the National Contracts Management Association (NCMA) World Congress, the National 8(a) Association, and the Association of Proposal Management Professionals (APMP). David is an Army veteran who served with the 2nd Battalion, 4th Brigade Combat Team, 82nd Airborne Division during two tours to Afghanistan.
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