The pre-solicitation notice helps government agencies determine if there are qualified vendors to perform the work scope. It provides a “heads up” that the solicitation will be released and solicits capability responses from responsible vendors. The pre-solicitation notice also helps the government determine if the requirement can be set-aside for a small business if capable small businesses respond. The pre-solicitation notice is valuable to a contractor for the same reason and it also provides the contracting office with information on the company if they have never done business with them before.
The pre-solicitation notice serves its purpose. However, it would help first-time contract bidders if information regarding the purpose of the solicitation such as; is there an existing requirement, if so, who is the incumbent, what are the differences in work scope (if any), and overall budget for the project term.
The proposal process includes three very important elements:
1. Technical/Management Approach – companies must be able to perform the requirements in the Statement of Work, as well as describe how they plan to do so. Sales brochures or cookie cutter company descriptions will not work. A business owner should be prepared to write to the requirements and respond with a strong technical volume. Offer what they want, not want you think they want or need.
2. Past Performance – companies should include strong references of relevant past performance.
3. Price – Competitive pricing is expected, as long as it’s not so low or high that it is determined that the contractor does not understand the requirements.
The major differences between a solicited and unsolicited proposal are:
1. An unsolicited proposal in NOT in response to a government solicitation.
2. An unsolicited proposal is a submission of a new or unique idea not currently being offered or procured by the agency.
3. An unsolicited proposal does not result in an award, but is considered by the agency if there is a need.
4. An unsolicited proposal must be independently originated and developed by the contractor.
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