Book written by Dave Alexander, Lincoln Strategies, LLC
Abstract
The U.S. federal government is one of the largest purchasers of architecture, engineering, planning, and environmental services in the world. Federal agencies can be attractive and reliable clients, particularly in a down economy.
The federal government market isn’t easy to navigate, and procurement rules can easily overwhelm even experienced firms. How can you make sense of the federal government market and differentiate yourself from the competition to win federal government contracts? The Guide to Winning Federal Government Contracts for A/E/P & Environmental Consulting Firms (2nd Edition) shows you how.
The book focuses on how to:
- Make sense of the federal procurement process, including how the government procures services and which types of contracts it use.
- Apply basic strategies for breaking into or expanding your presence in the federal marketplace.
- Identify federal business opportunities and make bid/no-bid decisions.
- Prepare winning proposals— from preparing a compelling personnel section to maximizing your past performance score.
- Win work with the federal government.
Click here to see the Table of Contents
Chapter 2: Three Iron Laws: A Starting Point for First-Timers
Chapter 3: How the Federal Government Awards Contracts
Chapter 4: Types of Contracts Awarded by the Federal Government
Chapter 5: How to Identify Opportunities in the Federal Market
Chapter 6: How to Make Bid/No Bid Decisions and Develop Win Themes
Chapter 7: How to Achieve Your Best Possible Past Performance Score
Chapter 8: How to Describe Corporate Experience
Chapter 9: How to Write an Effective Management Plan
Chapter 10: How to Prepare a Personnel Section
Chapter 11: “Understanding of the Problem” and “Technical Approach” Sections
Chapter 12: Representations and Certifications
Chapter 13: Framework for Developing a Price/Cost Strategy
Chapter 14: How to Maximize Your Oral Presentation Score
Chapter 15: Why and How to Get a Debriefing— Win or Lose
Appendix A: Scopes of Work for Several GSA Schedule Contracts
Appendix B: Sample Client Authorization Letter and Evaluation Form
Appendix C: Checklist of Management Systems and Procedures
About the Author
Dave Alexander Principal, Lincoln Strategies, LLC
Dave Alexander has more than 30 years of experience helping firms enter and thrive in the federal government marketplace. As President and CEO of The Cadmus Group, Inc., between 1990 and 2000, he led the firm to a quadrupling of its federal government revenues and its listing in the Inc. 500. Previously, he was a Vice President at ICF, Inc., and a Senior Principal at American Management Systems, Inc., both of which are major federal contractors. In each of these positions, his responsibilities included identifying federal business opportunities, developing capture strategies, and leading the preparation of proposals. Now through Lincoln Strategies, LLC (Carlisle, MA), he provides action-oriented strategic and tactical advice to firms that are considering whether and how to enter the federal market.
