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Presented by:
North Carolina Military Business Center
Introduction to Federal Contract
Pricing
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Terminal Learning Objective
Upon completion of this presentation you will be able to develop the pricing response to a federal proposal.
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Agenda
• Assumptions
• Actions To Date
• Show Where To Find Pricing Requirements
• Describe RFP Team Actions – Pricing
• Describe A Timeline For Developing RFP Pricing
• Where To Find Pricing Information
• Describe Direct Cost vs. Indirect
• Develop Pricing
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Agenda
• Assumptions • Actions To Date
• Show Where To Find Pricing Requirements
• Describe RFP Team Actions – Pricing
• Describe A Timeline For Developing RFP Pricing
• Where To Find Pricing Information
• Describe Direct Cost vs. Indirect
• Develop Pricing
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Assumptions
As a business:
You are registered in SAM, and meet the NAICS for the opportunity.
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Agenda
• Assumptions • Actions To Date
• Show Where To Find Pricing Requirements
• Describe RFP Team Actions – Pricing
• Describe A Timeline For Developing RFP Pricing
• Where To Find Pricing Information
• Describe Direct Cost vs. Indirect
• Develop Pricing
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Actions (to date)
Bid/No Bid - Decided Team Mates - Identified
Proposal Kick Off Meeting - Held Capture Manager - Has Briefed:
• Solution
• Win Themes
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Actions (to date)
Proposal Manager – Assigned Proposal Manager Developed
• Compliance Matrix
• Capabilities Matrix
• Proposal Outline SMEs -- Assigned
“Blue” Team -- Has Started Writing Pricing Specialist – Assigned
Pricing Specialist has:
• Developed Pricing Compliance Matrix
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Developed a Compliance Matrix
The Contractor: Will
Shall Must
All action verbs
Be Aware of the Governments : Will
Shall Must
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Searching a RFP
RFP – NOAA RFP
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Agenda
• Assumptions
• Actions To Date
• Show Where To Find Pricing Requirements • Describe RFP Team Actions – Pricing
• Describe A Timeline For Developing RFP Pricing
• Where To Find Pricing Information
• Describe Direct Cost vs. Indirect
• Develop Pricing
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Pricing Sections
• Section A
• Section B - Supplies / Services Schedule (CLIN; unit of issues; quantities ... )
• Section C - Statement of Work
• Section J - List of Attachments
• Section L - Instructions
• Section M - Evaluation Factors
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Reading A RFP
Examples of an RFP:
Live, Virtual, Constructive Modeling & Simulation (LVCMS) Anti-submarine Warfare Virtual At-sea Training Systems (ASW VAST)
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Agenda
• Assumptions
• Actions To Date
• Show Where To Find Pricing Requirements • Describe RFP Team Actions – Pricing
• Describe A Timeline For Developing RFP Pricing
• Where To Find Pricing Information
• Describe Direct Cost vs. Indirect
• Develop Pricing
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RFP Teams (Pricing)
Team Responsibilities (Usual)
Black Bid/No Bid, Price-Win-Analysis
Blue Initial Pricing – Questions to the Government Pink Review Initial Pricing – All costs captured?
Red Revise Pricing As Needed Gold Executive Review
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Agenda
• Assumptions
• Actions To Date
• Show Where To Find Pricing Requirements
• Describe RFP Team Actions – Pricing
• Describe A Timeline For Developing RFP Pricing • Where To Find Pricing Information
• Describe Direct Cost vs. Indirect
• Identify RFP Tasks
• Develop Pricing
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30 Days or Less
Sun Mon Tues Wed Thur Fri Sat
1 2 3 4 5 6 7
RFP Out Blue TM Pink Tm
Prep
8 9 10 11 12 13 14
Pink Team Review Pink Tm Revisions Red Tm Prep
15 16 17 18 19 20 21
Red Team Review Red Tm Revisions Gold Tm Prep
22 23 24 25 26 27 28
Gold Team Review Final Prep Mail
29 30
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Agenda
• Assumptions
• Actions To Date
• Show Where To Find Pricing Requirements
• Describe RFP Team Actions – Pricing
• Describe A Timeline For Developing RFP Pricing • Where To Find Pricing Information
• Describe Direct Cost vs. Indirect
• Develop Pricing
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Where To Find Past Pricing Information
usaspending.gov fedspending.org fbo.gov
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Pricing Multi-Purpose Canine
FSC Codes: 8820
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Where To Find Pricing Info (Price Analysis)
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Where To Find Pricing Info (Price Analysis)
http://www.fedspending.org/fpds/tables.php?tabtype=t1&rowtype =c
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Where To Find Pricing Info (Price Analysis)
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FPDS
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How To Find The Federal Agencies
• Go to FPDS and register.
• Login and go to "Standard Reports."
• Click on "How" and scroll down and click on "Purchase Card as Payment Method Report."
• Type in a beginning and an end date.
• *Note: There is a 90-day delay on the DOD data. As an example, let's just use 1/1/09 - 12/31/09.
• Click on "Execute." The agencies that spend the most on credit card purchases are:
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Buying What?
Click - Home
Click - Standard Reports Click - What
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Agenda
• Assumptions
• Actions To Date
• Show Where To Find Pricing Requirements
• Describe RFP Team Actions – Pricing
• Describe A Timeline For Developing RFP Pricing
• Where To Find Pricing Information • Describe Direct Cost vs. Indirect • Develop Pricing
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Direct vs. Indirect
Direct: Labor Travel
Other Direct Costs (ODCs) Indirect:
Budget Fringe Overhead
General & Administrative (G&A) Profit
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Agenda
• Assumptions
• Actions To Date
• Show Where To Find Pricing Requirements
• Describe RFP Team Actions – Pricing
• Describe A Timeline For Developing RFP Pricing
• Where To Find Pricing Information
• Describe Direct Cost vs. Indirect • Develop Pricing
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Now What
Price By Tasks?
Price By People Needed? Price By Materials Needed? Price By Time?
Price By Event?
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Developing Workbook
Item Required Cost
Personnel
Material
Profit
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Training in Beaufort, NC
Item Required Cost
Travel Per Diem M&I Personnel Material Workbooks (80) Registrations Student Surveys (80)
Survey Executive Summary Certificates
Profit
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NOS Diversity Day in Silver Spring, MD
Item Required Cost
Travel Per Diem M&I Personnel Materials 150 handouts Event Flyers Profit Total
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Final Costs
BASE PERIOD COST
1 - Provide Draft Workbook to Technical Point of Contact $ 2 - Technical Point of Contact Returns Workbook $ 3 - Provide Draft Survey to Technical Point of Contact $ 4 - Technical Point of Contact Returns Survey $ 5 - Provide Training in Beaufort, NC for 02 Sessions $ 6 - Provide Training in Charleston, SC for 04 Sessions $ 7 - Attend NOS Diversity Awareness Day $
TOTAL COST FOR BASE PERIOD $
OPTION PERIOD COST
1 - Provide Training in Silver Spring, MD for 10 Sessions $ 2 - Provide Training in Silver Spring, MD for 10 Sessions $ 3 - Provide Training in Silver Spring, MD for 10 Sessions $ 4 - Provide Training in Silver Spring, MD for 03 Webinars $ 5 - Provide Training in Seattle, WA for 04 Sessions $ 6 - Attend NOS Diversity Awareness Day $
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Is the Table Enough?
Don’t forget the words! Pricing Assumptions
Discussion (e.g., Revision of workbook, after Technical POC review, is included in developmental costs of the workbook. Intuitively obvious to the most casual observer!
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Agenda
• Assumptions
• Actions To Date
• Show Where To Find Pricing Requirements
• Describe RFP Team Actions – Pricing
• Describe A Timeline For Developing RFP Pricing
• Where To Find Pricing Information
• Describe Direct Cost vs. Indirect
• Identify RFP Tasks
• Identify Deliverables
• Develop Pricing • Practical Exercise
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Practical Exercise
BASE PERIOD COST
1 - Provide Draft Workbook to Technical Point of Contact $ 2 - Technical Point of Contact Returns Workbook $ 3 - Provide Draft Survey to Technical Point of Contact $ 4 - Technical Point of Contact Returns Survey $ 5 - Provide Training in Beaufort, NC for 02 Sessions $ 6 - Provide Training in Charleston, SC for 04 Sessions $ 7 - Attend NOS Diversity Awareness Day $
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Terminal Learning Objective
Upon completion of this presentation you will be able to develop the pricing response to a federal proposal.
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Summary
• Assumptions
• Actions To Date
• Show Where To Find Pricing Requirements
• Describe RFP Team Actions – Pricing
• Describe A Timeline For Developing RFP Pricing
• Where To Find Pricing Information
• Describe Direct Cost vs. Indirect
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Questions
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NCMBC POC Info
• Jeff Gowen, Business Development Specialist, 910-678-0049, gowenj@ncmbc.us
• Scott Dorney, Executive Director, 910-678-0190, dorneys@ncmbc.us
