Transcript US Army Corps of Engineers

Army Corps of
Engineers
Philadelphia District
US
Marketing Pitfalls
Presented by Cheryl W. Chandler
March 04, 2009
Marketing Pitfalls
Agenda
 Tips for submitting successful proposals
 Some pointers to help you get work
 Top Ten’s
 Q&A
Marketing Pitfalls
10 Tips
to Improve
Your Proposal
Marketing Pitfalls
Tip #1 Read the RFP thoroughly!
Ask questions early to ensure there is
sufficient time to respond
Pay attention to the criteria order and
weights – it indicates what is important to
us
Working for the Corps
Tip #2 - Understand the Type of RFP
How will source selection be accomplished?
Lowest Price Technically Acceptable
Best Value Trade Off
Working for the Corps
Tip #3 - Address all aspects of the Criteria
Create a matrix of Section 00100 or the
Scope of Work, by paragraph, with each
requirement to use as a checklist to ensure
your proposal is complete.
Include your checklist with your proposal.
Working for the Corps
Tip #4 - Be succinct
Avoid being too wordy
Use bullets, underlines, bolding
When a limited page count is
provided – stick to it!
Working for the Corps
Tip #5 - Your experience should relate to the
project in terms of scope, size, $ value,
complexity
 Should be recent – within the past 5-10 years or
as required by RFP
 Be clear – is it experience of firm or people?
Or, is it experience of subcontractor or
mentor?
Working for the Corps
Tip #6 - Make sure qualifications of
staff match RFP
 Ensure each team member’s qualifications
address EACH ASPECT of the criteria
 List relevant experience of team members
 Ensure team members are available
Working for the Corps
Tip #7- Organization Chart – Who’s in
Charge?
 Identify one person to be in charge of entire
team
 Person should be from YOUR company, not a
subcontractor or your mentor
 Indicate clear lines of communication
Identify person and company
(with location) for each role
Working for the Corps
Tip # 8 - Address Quality
Include the quality team on the
Organization Chart – even if not required
Quality is important to us – indicate it’s
important to you
Show/describe how the quality control
team interacts with the execution
team
Working for the Corps
Tip #9 - Address Performance Problems
Head-On
 Get copies of your Construction Contractor
Appraisal Support System (CCASS) evaluations.
 Explain any “Marginal” or “Unsatisfactory” items
within the evaluation as well as overall ratings.
 Check out the past performance of your
proposed subcontractors.
Working for the Corps
Tip #10 - QC your Proposal
 Have an independent reviewer ensure all items are
addressed (someone not involved in putting the
proposal together).
 If you copy another proposal, make sure you only
refer to the current project.
Uze spel cheque!
How it Really Works
Door-Opening Tips
It doesn’t matter how good you know you
are—
It’s how good the PM thinks you are
Most of the time you get only 1 chance
KOs stick their necks out for you
More Door-Opening Tips
It’s really about relationships!
Let someone else do your marketing
Be willing to sub or team
Door-Opening Qualities
The four P’s of Success:
Be Patient
Be Persistant
Be Prepared
Be Able to Perform
Working for the Corps
The Top Ten’s
Working For the Corps
KO’s Top Ten Pet Peeves:
#10 Calling multiple times or calling around
office for a different answer
#9 Not paying subcontractors
#8 Going over the KO’s head
#7 Superman (or Wonder Woman)
Syndrome
#6 Not reading proposals before asking
questions
KO’s Top Ten Pet Peeves:
Cont.
#5 Rounding $ amounts in proposals and/or
mathematical errors
#4 Trying to market items that the agency
doesn’t buy
#3 Asking what can you do for me?
#2 Misleading comments or lying
#1 Unannounced visits
PM’s Pet Peeves:
#10 Difficult to negotiate with
#9 Lack of communication (missed
meetings, no calls)
#8 Missed schedules (late submittals)
#7 Unwilling to partner
#6 Visits infrequent, no follow-up calls
PM’s Pet Peeves:
#5
#4
#3
#2
#1
Level of service changes (drops
after award)
Inflexible, difficult to work with
Telling a PM his or her job (as if
they don’t know)
Dishonesty (cutting corners)
Low opinion of government
employees (arrogance)
My Top Five Pet Peeves
#10
Yes, we can do that!
#9
Not taking the time to visit our website
#8
Not leaving your phone number with your
message
#7
Superman (or Wonder Woman) Syndrome
#6
Be unwilling to compete
My Top Ten Pet Peeves
#5 Telling me what you are before who you are and
what you do
#4 Incomplete capability packages
#3
Believing that you are “entitled”
#2
Not paying your sub-contractors
#1
Poor performance
Working for the Corps
 U.S. Army Corps of Engineers website:
www.usace.army.mil
 Philadelphia District Website:
www.nap.usace.army.mil
Contact Information:
MY Phone 215-656-6867
My e-mail address:
[email protected]
Questions?