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How to Avoid Possible Proposal Pitfalls

1.  Be careful when using descriptive marketing pieces (e.g. glossy brochures) in your proposal because it could contradict what your proposal states. For example, if the solicitation instructions say to state that the proposal should be valid for 180 days and the marketing piece says “Price subject to change.”, the Government may determine that the proposal is non-responsive. Another possible issue is that the specifications in the marketing piece may be slightly different than the ones proposed.

2.  If your company gives one agency a certain percentage reduction off of your GSA Federal Supply Schedule (FSS), it does not necessitate giving all agencies the same discount.

3.  When proposing rates for a GSA Federal Supply Schedule (FSS) or Blanket Purchase Agreement (BPA), remember that these are ceiling rates. The Government will likely ask for a further reduction (and is required to depending on the value) at the Task Order or Delivery Order level. Leave room to negotiate further when / if possible.

4.  At the time of preparing a proposal, if the Task Order Option Period under a GSA FSS may coincide with the GSA FSS Renewal Option Period, write a contingency plan in the proposal. For example, “In the event that the GSA FSS Option Period is being negotiated at the same time the Task Order Option Period is getting exercised, Company XYZ will use the rates provided or the (new) GSA FSS negotiated rates, whichever is less. This can prevent long delays or worse, the Task Order Option not getting exercised.

Contact Streamline to understand how to avoid proposal pitfalls.