US Army Corps of Engineers
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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?
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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
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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
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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?