The RFP Process
Responding to and winning Federal Government Requests for Proposals (RFP) is both a science and an art that requires a concentrated effort . The Intelligence Community is no exception to the Proposal/RFP process.
As a result, a thorough working knowledge of the Acquisition process as reflected in responding to Federal Government Request for Proposals is an absolute necessity.
A guide to preparing a winning proposal is the RFP Proposal Process Primer . This guide answers questions and provides a road map for the preparation of a successful proposal.
Direct Marketing -“Feet on the Street”
Winning a major RFP can add tremendous value to your company – if you win. And, even winners have to market the contract if it is an Indefinite Delivery Indefinite Quantity (IDIQ) award which appears to be the prevalent type of contract in Federal procurement.
IDIQ RFPs are competitive, time consuming and expensive and they require additional bids on individual task orders before work can begin. This process requires cleared reps who can penetrate the agency and identify individual needs at the program element level. Since entry to the agencies of the Intelligence Community require individuals with clearances (TS/SCI with Full Scope Polygraph) and these types of employees tend to be expensive. But, without “Feet on the Street” very little business will be generated – even with an IDIQ contract award.
Doing Business With the Intelligence Community 
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