1. Getting Government Contracts
or
“Are you sure you want to do this?”
Presented by
Mr. Donald Camden

2. DIA OPPRORTUNITIES
 SITE
 SIA

3. INTELLIGENCE COMMUNITY
CONTRACTS
 Facility Clearance
 Sub-contractor vs. Prime contractor

4. Introductory Meetings and RFP Responses
GETTING YOUR FOOT IN THE DOOR

5. INTRODUCTORY MEETINGS:
COMPANY

6. OWNERSHIP

7. PERSONNEL

8. TECHNICAL LEAD

9. CAPABILITIES

10. INTRODUCTORY MEETINGS:
COMPETITION

11. OWNERSHIP

12. PERSONNEL

13. TECHNICAL LEAD(s)

14. CAPABILITIES

15. Briefings and Proposals
RFP PROCESS

16. BRIEFING
SCOPE OF EFFORT:
$
 People

17. “WE ARE LOOKING FOR YOUR
SOLUTION.”

18. “CHECKS IN THE MAIL.”

19. “I’LL STILL RESPECT YOU IN THE
MORNING.”

20. RFP PROPOSALS
PROPOSALS :
 Company Background
 We vs. You
Solve the Problem
 5 Page Rule
Transition Time
Proposal Delivery

22. Successful and “Other than Successful” Offerors
PROPOSAL EVALUATIONS

23. Successful Offerors

24. “Other than Successful” Offerors

25. QUESTIONS