Welcome to MTSC's Fall Quarterly Update. We hope everyone has survived the end of the Fiscal Year rush and preparing for the new FY. In this issue we highlight the advantages to using MTSC's Capture and Proposal experience, provide key questions to consider when starting your proposal planning, and offer a important reminder about LPTA solicitations. We hope you enjoy this issue and will consider MTSC's support when you need to augment your Capture and Proposal Teams.

Experience Matters

5 Reasons You Need MTSC's Experience

1. Our core business is providing capture and proposal support to help companies identify, pursue, and win government contracts...it's our area of expertise.

2. MTSC's associates average over 25 years of experience in government employment, acquisition experience, capture planning, and proposal management and development.

3. Our subject matter and proposal experts have a vast network of government and industry contacts to help get you the answers you need to important questions.

4. Large companies have dedicated proposal centers, proposal managers and staff placing smaller companies at a disadvantage. MTSC's experience will help level the playing field.

5. Government solicitation proposal development is a complex process, experience with these processes and the nuances of government requirements is critical to success...MTSC offers that experience.

Proposal Planning

Key Questions to Assess During Proposal Planning

Proposal planning is a critical part of the capture planning process. Here's a few questions or "food for thought" you should consider and discuss as part of your proposal planning.

1. Have you developed a comprehensive proposal schedule taking into account other key dates and timelines of the overall capture process?

2. Have you dedicated the time and the right personnel to analyze the Draft RFP, and consolidate questions to ask the government?

3. Are you ready to "shred" the Draft RFP to produce the initial proposal outline, compliance matrix, and story boards...and start writing?

4. After reviewing the Draft and Final RFPs, is your "solution" still viable and are you still competitive?

5. Have you identified your proposal team -- Proposal Managers, Volume Leads, Writers, Proposal Coordinators, Graphic Artists; and made writing assignments?

6. Have you identified gaps in proposal development capability and developed a plan for additional corporate or contract support to fill those gaps?

7. Have you developed your review plan and requirements -- Blue Team, Black Hat, Pink Team, Red Team, Gold Team, etc.

8. Have you developed a proposal budget and method to track time and expenditures?

9. Have you developed a proposal security plan and briefed all proposal team members on security requirements?

10. Will you conduct proposal training and/or develop a "truth" document to help standardize writing styles, use of acronyms, etc.

With these actions taken or answers to these questions in hand, you are ready to prepare your Proposal Kickoff Briefing and are well on your way to a successful proposal effort. MTSC is available to assist with your proposal effort.

Low Price, Technically Acceptable

You Have to "Pass" to the first Hurdle

As the government turns to more LPTA solicitations, have you heard any of the following comments around the office?

- "I'm not worried about the proposal, we'll be technically acceptable."

- "Our CEO is only concerned about the price now."

- "We're one of the major players, the have to pick us."

Do not lose sight on the fact that your proposal must still first be judged as "technically acceptable" before your price will be evaluated.

During industry days and other opportunities to comment on the solicitation and draft documents, ensure that the government adequately defines what will be "technically acceptable"...then, ensure your proposal thoroughly answers all requirements so it will be rated as "technically acceptable."

For more information on MTSC, contact:

Dennis Kaan, President - (970) 222-1516

dennis.k aan@comcast.net