Working for the Corps
Presented by Cheryl W. Chandler
March 10, 2011
U. S. Army Corps of Engineers
Philadelphia District
Working For The Corps
Agenda
► Organizational
► The
Structure
4Ps
► Pointers to help you get work
► Mistakes to avoid
► Tips for submitting successful proposals
► Summary
► Q&A
The Small Business Organization
HQ Small Business Office
Division Small Business Office
District Small Business Offices
NONE of these offices award contracts
Corps of Engineers contracts are awarded
by Districts, Laboratories and Centers.
Contracting Organization
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The Office of the Principal Assistant Responsible for
Contracting (PARC) at Headquarters ensures that the
contracting interests of the Head of Contracting
Activity (HCA) and USACE are safeguarded.
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The PARC also serve Corps contracting by providing
guidance, assistance, contracting automation support,
training and updates on acquisition related subjects.
Working for the Corps
The PARC office does NOT:
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Issue solicitations or award contracts
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Collect, maintain, or coordinate market
research or other vendor related material
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If you want to know about future
requirements, contact the District Small
Business Office in your area.
Working For The Corps
Visit the web site for the division,
district, or laboratory with which you
want to do business in order to learn
about the missions and the types of
services/supplies each office procures.
 Afterwards— make an appointment to
meet with the small business program
manager face-to-face.
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Working For The Corps
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Discuss your capabilities, interest and
capacity to perform with the Small Business
Program Manager or with a Contracting
Officer in the area where you want to work
Ask for the forecast of upcoming work
Also, ask for their Department of Defense
Activity Address Code (DODAAC)
Search FedBizOpps.gov regularly using the
DODAAC
Respond to Sources Sought Notices
Working For The Corps
Check out announcements of Business
Opportunity Conferences, workshops, trade
fairs and other federally sponsored or
attended liaison meetings in your area
 These events create great networking
opportunities
 Visit a Corp website; they all link to each
other
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Door-Opening Qualities
The four P’s of Success:
Persistence
Preparation
Performance
Patience
Door-Opening Tips
It doesn’t matter how good you know you
are— It’s how good the PM thinks you are
You get only 1 chance to make a first
impression so bring your A-game
KOs stick their necks out for you!
More Door-Opening Tips
It’s really about relationships!
Unless you are really good, let someone
else do your marketing
Be willing to sub or team
Door-Closing Blunders
Working for the Corps
Some of the things I have heard
► I have been marketing you for three months
and I haven’t gotten work!
► What do you have for me?
► I want to meet with your project managers..
► When can I start?
► I know the Commanding General….
Big KO Offenders
#5 Not paying subcontractors
#4 Going over the KO’s head (or behind his back)
#3 Unannounced visits
#2 Misleading comments or lying
#1 Poor performance!
The PM’s Pet Peeves:
#5
Lack of communication (missed
meetings, no calls or infrequent visits)
#4 Missed schedules (late submittals)
#3 Unwilling to partner or being inflexible
#2 Low opinion of government employees (arrogance)
#1 Dishonesty (cutting corners)
My Personal Favorites
#5 Telling me what you are before who you are and
what you do
#4 Incomplete or sloppy capability packages
#3 Believing that you are “entitled” to work
#2 Not leaving your phone number with your
message
#1 Poor performance!
How it Really Works
It’s all About--
RELATIONSHIPS!
► Communication
► Trust
►
Performance
Working for the Corps
Top 10 Tips
to Improve
Your Proposal
Working for the Corps
Tip #1 Read the RFP thoroughly!
 Ask
questions early to ensure there is
sufficient time to respond
 Pay
attention to the criteria order and
weights – it indicates what is important to
us
Working for the Corps
Tip #2 - Understand the Type of RFP
 How
will source selection be accomplished?
Lowest Price Technically Acceptable
Best Value Trade Off
Working for the Corps
Tip #3 - Address all aspects of the Criteria
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Create a matrix of the Scope of Work, by
paragraph, with each requirement to use as a
checklist to ensure your proposal is complete.
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Include your checklist with your proposal.
Working for the Corps
Tip #4 - Be succinct
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Avoid being too wordy
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Use bullets, underlines, bolding
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When a limited page count is provided –
stick to it!
Working for the Corps
Tip #5 - Your experience should
relate to the project in terms of
scope, size, $ value, complexity
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Should be recent – within the past 5-10
years or as required by RFP
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Be clear – is it experience of firm or people?
or, is it experience of subcontractor or
mentor?
Working for the Corps
Tip #6 - Make sure qualifications of
staff match RFP
Ensure that each team member’s qualifications
address EACH ASPECT of the criteria
 List relevant experience of team members
 Ensure team members are available
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Working for the Corps
Tip #7- Organization Chart – Who’s in
Charge?
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Identify one person to be in charge of entire
team
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Person should be from YOUR company, not a
subcontractor or your mentor
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Indicate clear lines of communication
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Identify person and company
(with location) for each role
Working for the Corps
Tip #8 - Address Quality
Include the quality team on the Organization
Chart – even if not required
 Quality is important to us – indicate it’s
important to you
 Show/describe how the quality control
team interacts with the execution team
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Working for the Corps
Tip #9 - Address Performance Problems
Head-On
Get copies of your Construction Contractor
Appraisal Support System (CCASS) evaluations
 Explain any “Marginal” or “Unsatisfactory” items
within the evaluation as well as overall ratings
 Check out the past performance of your
proposed subcontractors
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Working for the Corps
Tip #10 - QC your Proposal
Have an independent reviewer ensure all items are
addressed (someone not involved in putting the
proposal together)
 If you copy another proposal, make sure you only
refer to the current project
Uze spel cheque!
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Working for the Corps
 Register
in Central Contractor
Registration, www.ccr.gov
 Refer to Federal Business
Opportunities, or to obtain solicitation
information, go to www.FedBizOpps.gov
Remember!
Marketing
 mishaps,
 mistakes,
 missteps
Will lead to
 mistrust,
 misjudgment
 missed opportunities and
MISERY
Working for the Corps
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U.S. Army Corps of Engineers website:
www.usace.army.mil
Philadelphia District Website:
www.nap.usace.army.mil
Contact Information:
MY Phone 215-656-6867
My e-mail address:
cheryl.w.chandler@usace.army.mil
Working for the Corps
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U.S. Army Corps of Engineers Website:
www.usace.army.mil
Philadelphia District Website:
www.nap.usace.army.mil
Contact Information:
My Phone 215-656-6867
My e-mail address:
cheryl.w.chandler@usace.army.mil
Questions?