USG Funded Programs
Rules of Engagement:
A toe in the water approach simply doesn’t work in the Federal program space. To be successful in winning Government funding, the organization must be committed through the process.
Commitment is minimally defined as:
Business Development: Human Resources, USG-specific marketing, travel to DC to meet with stakeholders
Appropriately configured accounting systems: Ability to accurately capture costs and present them in USG format
Exceptional Project Management
Federal Acquisition Regulation compliance
Registration in the System for Award Management (AKA “SAM”)
(USG Perceived) Risk in meeting contract deliverables is the major factor in deciding who gets the award.
Usually the first step for those companies without experience in the Federal program space. Prior to an engagement, FSA will perform an initial check of opportunities for prospective contractors and provide a recommendation on whether it’s worth investing resources. If the answer is “yes”, FSA will set up systems that will automatically deliver information on relevant opportunities and provide a method for grading these opportunities to meet the Client’s capabilities. We will also conduct a review of past awards and the conditions under which the funding was secured.
There are terms and conditions unique to USG contracts that make negotiation markedly different from the private sector. FSA can guide the Client through to signature on most favorable terms, including competitive range negotiation and Federal Acquisition Regulation (FAR) compliance.
FSA can act as the USG business development rep for the Client, either as the sole resource or in collaboration with the existing BD group. Our recommendation is that at least 5-10 hours/week be dedicated to this function. Because of our on-going work in the sector, we provide efficiencies that improve the ROI ahead of the Client staffing this internally.
The objective is to increase the probability of winning such that the cost of applying is a clearly justifiable expense. Our experience and winning track record makes this possible. FSA can recommend which opportunities should be pursued and which should be tabled. We provide a user-friendly template for generation of Business and Technical proposals that will materially increase the likelihood of favorable review and we can write in government-ese. We guide your team through the submission, ensuring that all of the Factors for Award are covered.
FSA has developed reliable, compliant cost accounting systems that we provide to Clients in the course of working with them. These are Excel® based and serve either as the primary or adjunct to Agency’s cost templates. They have been used successfully in dozens of USG-funded programs.
One of the best ways to reduce the USG perception of risk and increase the probability of award is through exceptional Program Management. FSA is that credentialed resource. We have a strong track record and our experience in USG bioscience programs is broad and deep, from Technical oversight to Finance and Performance Measurement (EVM).
Wild Card Bids
Contrary to much of the literature in this space, FSA believes that there is a place for wild card bids to solicitations. Even acknowledging that likely winners / qualified pool of winners may have established positions by the time the opportunity hits beta.SAM, it is possible to configure winning proposals if the Client shows well in key areas:
• Strong, relevant past performance
• Bid template, Business & Technical Proposals in place
• Necessary accounting and information systems compliance
• Demonstrated project management
Two additional considerations: Incumbent strength and if the Client meets any of the set-aside preferences; Woman-owned small business (WOSB), for example.