If you're like most people, you don't want to read instructions.
Nobody wants to read instructions.
But, if you're going to do government contracts, there are instructions and you're going to
need to know how to use them.
I'm going to give you a five minute, laymen's terms: How to use government instructions,
the Instructions to Offeror is what it's called, 52.212-1 through 52.212-5.
It's called Instructions to Offeror and we're going to cover that now.
These rules typically apply to most government opportunities.
Purchasing agents in most case are looking for a reason to throw opportunities out.
And not following the instructions can get your bid or proposal or solicitation
thrown out without even reviewing it.
Now, imagine this the purchasing agent receives five or six offers and they only need three.
You follow the instructions, but two or three of the other people don't. Their proposals
are getting thrown out.
There's half your competition gone right off the bat.
So 52.212-1, Instructions to Offeror is basically how the government wants you to submit your
bid, what documentation they want you to include.
You can see it starts out with the North American Industry Classification System NAICS code
and small business size standard.
In other words, whatever NAICS code the purchasing agent is using, there's a size standard for
that NAICS code based on number of employees or revenues from last year or average three-years
revenues.
They'll specify which NAICS code and there's a size standards chart.
If you need it, let me know, I can send you a copy of it.
And that size standard basically certifies you as a small business.
Submission of offers is typically - they're either going to give you a detailed description
on how they want it submitted or they're going to reference 52.212-1, Instructions to Offerors.
It's really a simple requirement for submitting bids.
Based on the requirements that they're looking for they're usually asking for a cover page,
signature page, acknowledge of amendments page, sometimes the acknowledge of amendments
will be on the standard form, sometimes there's a spot on the standard form that you would
have on the cover or the signature.
I suggest, unless they specify, that you don't always include a signature page with a wet signature.
52.212-2 is how they're going to evaluate your bid, proposal or solicitation.
If it's a small business set-aside- it's rarely about price when it's a small business set-aside.
And it will say it right in the synopsis that the most important factor is your solution.
Your technical proposal is the most important factor.
Your technical proposal, if it's a widget is just a brochure for that widget guaranteeing
that it's exactly the model and part number that they want.
Or if it's a service your technical proposal is a detailed description on how you are going
to provide that service.
The technical proposal should mirror the Statement of Work or the Performance Work Statement.
If they're buying a widget, then the statement of work is simply that part and model number.
If it's a service, then your technical proposal is a detailed description on how you're going
to provide the service based on the information on the Statement of Work or the Performance
Work Statement, how you're going to meet or exceed the purchasing officer's expectations
is basically what the technical proposal is.
So, on small business set-asides your technical proposal is the most important factor, your
solution to their problem is the most important factor.
Your past performance is second.
Your price is last.
99.9% of the time it's not about price, it's about solution.
Full and open competition is just the opposite.
Full and open competition assumes that everyone has the same solution, therefore it's about
price and it's about experience.
But, that's 52.212-2, Instructions to Offeror in a nutshell is how the government will evaluate
your solution.
52.212-3 is basically- you just download your Reps and Certs right off of SAM.
And we process it for you so all you have to do is download it and save it and you're
going to include that document with your proposal in most cases.
52.212-4 and 5 are really just the legality of working with the government.
It varies per contract, but it's the red tape.
It's the terms and conditions if you will of working with the government.
And it's making sure that the government covers their rear.
Here's the thing guys, this is not a one time learn and done.
You need to continuously learn when it comes to government contracting.
It's like most things.
You know, if you're a doctor, you do continuing education.
You learn constantly.
I've been doing this since 2009.
I learn new stuff every week and the government's always changing.
It's a never-ending process, but if you really want to be successful with the government,
you need to learn and you need to continue to learn.
And that's what the training's for.
Get on one of my live trainings.
Check it out.
And continue to learn.
We've narrowed what you need to know down to the basics to make it easy and simple to
win contracts.
John Wayne, signing off.
Make sure to like and subscribe and share.
If you have not subscribed to the USFCR Youtube channel, you need to do that now.
Not tomorrow, not today, to-now because we are posting all my new media on the USFCR
Youtube channel.
Alright. Thanks guys. Bye.
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