Upload
maria-asuelimen-mba
View
46
Download
0
Embed Size (px)
Citation preview
JUNE 21 – 23, 2016 | San Diego, CA
1
GOVERNMENTCONTRACT PRICINGSUMMIT 2016TOPIC: HOW LOW CAN YOU GO? THE ERA OF LOWEST PRICE TECHNICALLY ACCEPTABLE
SPEAKER: MARIA ASUELIMEN, MANAGING PARTNER, AMA CONSULTING
JUNE 21 – 23, 2016 | San Diego, CA
AMA Consulting CapabilitiesStrategic Marketing Planning
Small Business Certifications
Proposal Management
Support
Federal Contracting
Support
Entrepreneurship & Leadership
Development Trainings
2
JUNE 21 – 23, 2016 | San Diego, CA
3How We Work Excellence,
Diligence, Integrity and Compassion
Outcomes Oriented
Agile Approach
Ease of Interaction
Networks
JUNE 21 – 23, 2016 | San Diego, CA
4Our Clients • 8(a)• WOSB• HUBZONE• SDVOSB• VOSB
Small Businesse
s• IT• Healthcare• Staffing• Construction• Professional Services• Security
Industries
JUNE 21 – 23, 2016 | San Diego, CA
Key Takeaways Simple winning strategies contractors can adopt to not be negatively impacted by LPTA’s.
Appropriate uses of LPTA source selection and benefits to agencies.
Effective communication strategies between industry and government around this topic.
5
JUNE 21 – 23, 2016 | San Diego, CA
6
What is LPTA?
Source selection method: Lowest priced, technically acceptable FAR 15.101-2
Proposals evaluated for acceptability; Not ranked using cost/price factor
Past performance need not be an
evaluation factor
Undermines bid integrity, lowers
performance standards, and eliminates
improvement and innovation incentives.
Simplify award criteria, control
costs, and reduce protests
Evaluation factors establish
requirements for acceptability
JUNE 21 – 23, 2016 | San Diego, CA
LPTA General Impact
SOURCE: http://marketconnectionsinc.com/index.php/Reports/the-new-reality-the-lpta-impact-study.html
7
The Avg. Length Of An LPTA Contract is 3.6 Years With An Avg. Annual Contract Value Of $18 M
CONTRACTORS GOVERNMENT71% AWARDED TO LESS QUALIFIED COMPANIES
59%AWARDED TO LESS QUALIFIED COMPANIES
59% BELIEVE IN INCREASE OF LPTA PROCUREMENTS IN NEXT 3 YRS
42% BELIEVE IN INCREASE OF LPTA PROCUREMENTS IN NEXT 3 YRS
43% BELIEVE LPTA LOWERS PERFORMANCE & INNOVATION
31% BELIEVE LPTA LOWERS PERFORMANCE & INNOVATION
65% LPTA SACRIFICES LONG TERM VALUE
43% LPTA SACRIFICES LONG TERM VALUE
JUNE 21 – 23, 2016 | San Diego, CA
Agencies Rationale for LPTA
8
Budget Constraints
Simplified Award Criteria
Reduced protest
JUNE 21 – 23, 2016 | San Diego, CA
How To Best Use of LPTA 9
GOALNon-Performance Risk
Aversion and avoidance of mission
interruption
Clear definition of
“requirements for
acceptability”Well
Defined Scope
Limit use to commodities
Price Realism Analysis
JUNE 21 – 23, 2016 | San Diego, CA
LPTA Capture StrategyDoes the opportunity open up a new employee base that will assist in putting downward pressures on your indirect rate structures?
Does the opportunity strategically place or advance you within a high-growth customer?
Does the opportunity allow you to introduce yourself to a new customer?
Does the opportunity provide you the chance to bring new products or services to an existing customer?
10
JUNE 21 – 23, 2016 | San Diego, CA
LPTA Tactics
Align with efficiently priced partners/subcontr
actors
Price for the base of
minimally acceptable
requirements
Analyze competitor
pricing
Identify/evaluate
key metrics to price the
contract
Implement cost efficient
business models
Align LPTA pursuits with
strategic goals
11
JUNE 21 – 23, 2016 | San Diego, CA
LPTA Agency & Industry CommunicationState source
selection clearly in
RFP Solicit Industry
input from Industry in
determining soliciting source selection type
Use question period to
clarify scope
State assumptions in proposal
12
JUNE 21 – 23, 2016 | San Diego, CA
LPTA Future
LPTA is here to stay
Secretary Kendall’s March 4,
2015 memo
Opposing industry
advocacy
Promoting Value Based Defense Procurement Act of 2016
13
JUNE 21 – 23, 2016 | San Diego, CA
14
Thank You For Your Time
10104 Senate Drive Suite 208 Lanham MD 20706www.amaconsultonline.com
(301) 577-9300
@AMAConsultingLLC @AMAConsultingLLC@AMA_Consulting