April Recap: Don’t Get Fed Up….Get Fed! A Guide To Federal Pursuits
Posted by Communications on Apr. 28, 2021 / Subscribe 0
With Covid-related pressures to diversify market share mounting, and the Federal Government’s renewed focus on infrastructure investments, more A/E/C firms than ever are looking at the Federal Government as a target client. Competition is fierce in the federal arena, and Dewberry marketers — Lauren Hite, CP APMP, Federal Marketing Manager, and Wilma Joyner, Marketing Manager — shared their tips and tricks to navigating federal pursuits during the SMPS Research Triangle April program.
Lauren cautioned us – federal pursuits are not for the faint of heart. As the largest buyer in the world, the Federal Government leaves little grey area for interpretation when it comes to their proposal requirements. Their go-to format? The infamous Standard Form 330, best known as the SF-330. This form-based procurement tool requires submitters to provide firm and personnel qualifications in various alphabet-labeled sections. Similar to a jigsaw puzzle, firms need to sell their team, project experience, and staff qualifications in the proper sections and with the proper linkages to best portray their firm and tell their story.
Lauren and Wilma stressed a focus on the “3 H’s” when tackling any federal pursuit.
- Homework. As the lead marketer on a federal pursuit, do your homework! Sign up for alerts from beta.sam.gov, GovWin, or whatever database your company employs. Find prior solicitations that spell out the proposal requirements so you can anticipate the format and any red flags that may pop up BEFORE the solicitation hits the street.
- Hustle. The solicitation is out…read the entire document cover to cover, whether 10 pages or 100. As the assigned marketer, it’s your responsibility to own the solicitation and do a word search to catch any buried requirements. Build a schedule that includes interim deadlines and a compliance matrix to ensure you meet each requirement. Build in back-up plans, as well, especially in the event of unforeseen electronic submittal challenges.
- Hone. Design your proposal with care and make the selection committee’s lives as easy as possible. For Section H, use any factors provided as your exact outline. Describe how your firm will deliver the services and use active language. Compliance matters big time – BE LITERAL. And most importantly, let go of anything that will not be scored, from executive summaries to cover letters to appendices. If the information will not be scored, don’t include it!
The audience was engaged the entire time. Lauren and Wilma entertained us with witty graphics and clear and concise messaging. We left the April program with our compliance hats on; a better feel for the SF-330; and, per Lauren’s request, perhaps a little more love for federal pursuits!
Diane Gillman, Marketing Team Leader
VHB
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