L04

• The Life of a Project module includes Proposal Marketing Strategies, Bid/No bid Decision, Develop a Winning Proposal, Proposal Preparation, Proposal Contents, Pricing Considerations, Proposal Submission and Follow up, Customer Evaluation of Proposals, and Types of Contracts.
• Pre-RFP/Proposal Marketing aims to win a competitive RFP or obtain a noncompetitive contract.
• Bid/No bid Decision is based on factors such as competition, risk, mission, extension of capabilities, reputation of customer, customer funds, proposal resources, and project resources.
• Develop a Winning Proposal involves meeting customer's SOW and requirements, highlighting contractor’s unique factors, and providing a good written proposal in a simple and concise manner.
• Proposal Preparation involves no payment for proposal preparation, based on project scale, and requires a team or organization.
• Proposal Contents includes Technical, Management, and Cost sections.
• Pricing Considerations involve reliability of the cost estimates, risk, value of the project to the contractor, customer’s budget, competition, and compliance with customer’s SOW.
• Proposal Submission and Follow up involve submitting on time, providing one or several copies, hand-delivering the proposal, and confirming delivery.
• Customer Evaluation of Proposals involves criteria such as compliance with customer’s SOW, contractor’s understanding, contractor’s approach to solve the problem, contractor’s experience, individuals experience, management capability, realism of schedule, price, best and final offer.
• Types of Contracts include Fixed-Price Contracts, which are high risk for contractor, and Cost Reimbursement Contracts, which are high risk for customer.
• Provisions may be included in the contract, misrepresentation of cost, notice of cost overruns or schedule delay, approval of subcontractor, customer furnished equipment or Information, patents, disclosure of proprietary information, international considerations, termination, terms of payment, bonus/penalty payments, changes.