It seems that the tides have turned in the Government contracting world firmly in the direction of IDIQs and GSA/VA schedules. If you are the Government, it is hard to imagine why it would not be the case. Instead of a lengthy 12-18 months procurement process, the Government can award a contract in two to four months, reducing risk of protest. In addition, the budget approval and end of the fiscal year window shrinking, it is hard to imagine that anything will change any time soon.  

IDIQs are tricky; however, getting on an IDIQ vehicle is like getting on a bus with no available seats. You only make money if you compete for, and get a seat (e.g. a task order). Furthermore, if you are waiting, looking for an opportunity for a seat that is in your preferred color, shape, size, and distance to where you stand, you are losing your chances at getting a seat on this bus ever. In other words, your chances of getting a task order diminish exponent ially the longer you don’t compete and don’t win. The reason is simple: those who act quickly will acquire the most relevant past performance on this specific IDIQ, rather than other past performance references that are less relevant (and will score lower). Therefore, waiting to bid and being picky is counterproductive and puts you at a disadvantage.

Here are some facts about IDIQs:

• You shouldn’t be as picky about qualifying task orders as you would regular contracts because of how difficult it becomes to recover once your competitors win a few task orders and you don’t
• No, you still have chances of winning a task order even if you didn’t “carry the work” to the vehicle – despite a popular belief to the contrary
• Yes, you have to do capture rather than reacting and trying to write a task order response once the TORFP drops – and yes, there are very specific ways to get ahead on an IDIQ and “crack its code”

We teach you very specific ways of how to prevail in IDIQs and dominate your competition. This highly popular course is taking place again on January 9-10 in Rockville, MD. Claim the last 8 seats left in this course to learn exactly how to do it. After all, you have spent the money to get on the IDIQ vehicle – why not learn the secrets of how to maximize your ROI.

Preparing Winning Multiple Award and Task Order Proposals course will take place on January 9-10, 2011 (Rockville, MD). Learn more or register at www.ostglobalsolutions.com/multiple-award-proposals.

…SELF-STUDY COUSES AND TOOLS: Wondering what to give as a gift for holidays? Give a practical gift to your colleagues – one of our self-study courses.

• Executive Summary Secrets. This global best-seller self-study course (audio CD and a workbook) provides a six-part formula for developing highly persuasive executive summaries with detailed step-by-step instructions and examples to make your proposals truly sell your offer, and to persuade the evaluators to award to you.
• A Proposal Manager’s Essential Checklists. This is an indispensable reusable tool for proposal managers and coordinators. It is a set of checklists for every key stage of the proposal process: RFP Analysis, Pre-Kick-Off Preparation, Data Calls, Day-to-Day Management, Advance Preparation for the Reviews, and others, to make proposal managers’ and proposal coordinators’ jobs easier, more effective, and more efficient – you will never miss a step or have to wonder what to do next. This tool will save you time and aggravation over and over again.
• Proposal Resources Estimating Guide. This is a handy guide for determining required manpower and hours to calculate how much a proposal should cost. It will serve as a valuable reference for capture managers, proposal managers, division directors, and business owners to help estimate, plan, and track proposal resources with confidence – for both your proposal center workforce and for consultants.
• How to Succeed as a Proposal Consultant. Get more work, higher pay, and better clients. This video course with more than 5 hours of material freely shares the insider secrets with you on how to succeed as a consultant in the field of capture management, proposal management and coordination, proposal writing, graphics, desktop publishing, editing, orals coaching, and related proposal professions.

Order at: http://www.ostglobalsolutions.com/training/self-study-courses.  

…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. Contact us for your proposal development needs at 301-384-3350, 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 Andrew Panov at 301-384-3350, or send us an inquiry at service@ostglobalsolutions.com.