RFP Response

RFP Response

Produces a complete federal proposal structured to FAR requirements and scored against typical source selection criteria.

Prerequisites

Collect before drafting:

1. RFP package — solicitation number, title, SOW, Section L/M instructions
2. Contracting Officer — name, title, agency, address
3. Offeror profile — legal name, UEI/CAGE, NAICS, small business certifications, SAM.gov status
4. Past performance — 3–5 relevant contracts with CO/PM contacts, values, CPARS ratings
5. Key personnel — resumes, clearance levels
6. Cost data — indirect/fringe rates, labor categories and rates, subcontractor quotes

Quick Start

1. Parse Section L (formatting) and Section M (evaluation factors) — these control everything
2. Build a compliance matrix mapping every SOW/Section L requirement to a proposal section
3. Draft volumes in order: cover letter → technical → cost/price → reps and certs
4. Verify every capability claim cites past performance, test results, or published research
5. Confirm all FAR/CAS citations against current regulations before submission

Proposal Volumes

1. Cover Letter (≤2 pages)

Include: addressee (named CO), solicitation reference, agency-specific mission knowledge, qualifications with CPARS ratings, compliance affirmation for all mandatory requirements, validity period (per solicitation, typically 60–120 days), authorized signatory with binding authority.

2. Executive Summary (≤3 pages)

• Restate requirements interpretively — connect SOW to agency mission (do not paraphrase)
• Differentiated solution with named methods, partnerships, or innovations
• Quantified value proposition tied to documented past performance
• Key personnel highlights and organizational depth

3. Technical Approach

Mirror SOW structure — one response per major task. For each task address:

• Methods, tools, technologies, and rationale for selection
• Resource requirements, dependencies, GFE/GFI needs
• Integration points with agency systems or other contractors
• Applicable standards (cite by name and number)
• QA/QC protocols, acceptance criteria, corrective action process
• Risk identification with specific mitigation plans
• Technical diagrams (professional quality, labeled, referenced in text)

4. Management Plan

Org structure: management philosophy, org chart with key personnel (% time, reporting lines, sub interfaces), PM authority and span of control.

Resumes (consistent format): education, certifications, clearances, government contract experience, measurable accomplishments.

Schedule: milestones, deliverables, dependencies, critical path. Gantt or PERT format with historical duration estimates.

Administration: invoicing method/frequency, progress reporting cadence (CDRL-compliant), change control process, COR/COTR communication protocols, FAR clause procedural responses.

Staffing: recruitment plan, retention approach, succession plan, subcontractor oversight.

5. Past Performance

Per reference (3–5 projects):

If limited prime experience: include key personnel track records and teaming partner experience with clear role delineation. Address any negative performance with corrective action narrative.

6. Cost/Price Breakdown

Structure by government cost element:

• Derive labor hours from historical actuals, industry standards, or bottom-up analysis — no unsupported round numbers
• Apply index-based escalation (ECI, CPI) with cited sources for multi-year contracts
• All costs must be allocable, allowable, and reasonable per FAR Part 31

7. Cost Supporting Documentation

• [ ] Basis of Estimate narrative per major cost element
• [ ] Labor rate documentation (payroll, salary surveys, market data)
• [ ] Vendor quotes (current, ≤6 months; multiple for major items)
• [ ] Indirect rate documentation: FPRA/PREA or rate build-up with CAS disclosure
• [ ] Escalation factor support with index citations
• [ ] Subcontractor proposals with competitive selection documentation
• [ ] Accounting system description; CAS Disclosure Statements if applicable

8. Representations and Certifications

• SAM.gov — confirm UEI, CAGE, NAICS, size standards current as of submission
• Small business — verify against NAICS size standard; SBA cert current if WOSB/SDVOSB/HUBZone
• Tax compliance — no delinquent federal tax liabilities (coordinate with finance)
• Executive compensation — disclose if ≥80% federal revenue and >$25M
• Procurement certs — OCI disclosures, conflict of interest, applicable statutes/EOs
• Signatory — officer with actual binding authority; verify before execution

Legal risk: False certifications trigger termination, suspension/debarment, civil penalties, and criminal prosecution. Escalate any compliance uncertainty to legal counsel.

Pitfalls

• Section L violations disqualify — every formatting requirement is mandatory; page limits are strict
• No marketing language — every claim must cite evidence (past performance, certifications, test results)
• Jargon balance — precise terminology but accessible to non-specialist evaluators
• Graphics standards — all diagrams must be professional, labeled, captioned, and cited in text
• Citation verification — confirm all FAR, CAS, and statutory references against current FAR/DFARS before submission
• Jurisdiction — U.S. federal procurement only; apply DFARS supplements for DoD solicitations