Understanding Evaluation Criteria in Federal Contracting

The Federal Government releases numerous Requests for Proposals (RFPs) and Requests for Quotes (RFQs) to fulfill its needs and requirements. Last year, 2023, $6.13 trillion were spent by federal agencies. To be able to win contracts, it is highly critical to understand how to respond to such requests and how your response will be evaluated. Small businesses, especially the ones that have started afresh, need help understanding the federal acquisition terminology and process.

Types of Evaluation Criterion in Federal Proposals

There are generally two main types of evaluation criteria: the lowest price, technically acceptable, and the best value trade-off.

Lowest Price Technically Acceptable (LPTA)

Objective: Select the contractor that is offering the lowest price while meeting the minimum technical requirements.

Methodology: Under LPTA, the agency focuses primarily on price as long as the technical proposal meets all essential technical requirements. If your offer meets the technical threshold, your bid is compared against others based solely on price.

Best Practices: Ensure the proposal meets all the technical requirements and offers a very competitive price. Carefully analyze where you can optimize your costs.

Best Value Trade-Off

Objective: To allow flexibility in awarding contracts based on price and non-price factors such as technical capability, past performance, and risk.

How it Works: In a best-value trade-off, federal agencies are willing to pay a higher price for superior technical capabilities or experience. This allows for a more holistic evaluation, balancing cost with value.

Best Practices: Focus on differentiating your proposal through unique capabilities, innovations, or proven past performance. While price is still important, the agency is seeking the best overall value, not just the lowest cost.

Common Evaluation Factors

Federal agencies must comply with the Federal Acquisition Regulation (FAR), specifically with FAR 15.304 and FAR 15.305. These regulations provide specific guidelines on how agencies should establish evaluation criteria for negotiated procurements. For agencies, price or cost is always a consideration, but non-price factors like technical capability, past performance, and compliance with instructions are also considered and sometimes, when combined, are rated higher than price. Hence, it depends on the agency’s requirement on how they want to keep their evaluation factors while following the FAR Guidelines.

Here are some common evaluation factors you’ll encounter in federal contracting:

1. Technical Approach: This factor focuses on how well your proposal meets the technical requirements set forth in the solicitation. Highlight your expertise, innovation, and methodology.
2. Past Performance: This factor evaluates how well your business has performed on previous contracts. For new contractors, it’s essential to use past projects that demonstrate reliability, even if they’re from the private sector.
3. Management Approach: In this factor, your project management plan, including resource allocation, timeline, quality control, staffing plans, and risk management strategies are evaluated. It shows how well you can manage the contract once awarded.
4. Key Personnel: This factor focuses on evaluating the qualifications and experience of the individuals who will manage or perform critical roles under the contract.
5. Price: While technical aspects matter, your pricing structure needs to be competitive and realistic, ensuring you can meet the requirements without over-promising or underbidding.

Best Practices for New Contractors

To improve your chances of winning federal contracts, especially if you are new to the federal marketplace, consider the following best practices:

1. Read the Solicitation Carefully: Every solicitation is different, hence you need pay close attention to sections L and M, which outline the proposal instructions and evaluation criteria, respectively. Follow the instructions precisely, as failure to do so could result in disqualification.
2. Focus on Compliance: Your proposal must comply with all the technical requirements, even if you are competing on price. Non-compliant bids are often rejected immediately.
3. Leverage Your Past Performance: If you’re a new contractor, emphasize relevant experience, even from the private sector. The government values reliability and performance consistency, so use every applicable project to demonstrate your track record.
4. Differentiate Your Proposal: Especially in Best Value Trade-Off evaluations, the ability to stand out matters. Highlight unique capabilities, innovative solutions, or any added value that distinguishes you from the competition.
5. Partner with Experienced Contractors: Consider teaming up with more experienced contractors or subcontractors who have a track record in federal contracting. This can strengthen your proposal, particularly when it comes to past performance.

Conclusion

Understanding the evaluation criteria is essential to compete and win new federal contracts. To win, you need to first understand and then align your proposal with the evaluation criteria, leaving no room for non-compliance and evaluating your proposal with the set criteria. We at iQuasar possess experienced teams and professionals who have a deep understanding of federal contracting and can guide you in crafting competitive, compliant and winning proposals. Our team has experience of working on proposals from various federal agencies like Defense, Health and Human Services, Agriculture, State, Veteran Affairs and so on.

Feel free to reach out for more information.