Jennifer Schaus hosts a series of government contracting webinar topics. Full list available at http://JenniferSchaus5.eventbrite.com Anna Urman joins us for a discussion about the use of the debrief in government contracting. Full audio available at: http://www.youtube.com/watch?v=3awzSLWpMK8

1. All About The
“ Debrief ”

2. All About The DEBRIEF
• Agenda
– Introductions
– Presentation
– Q & A

3. All About The DEBRIEF
–Introductions:
• Fed Bid Speed
• Fierce Government
• Anna Urman, Tactical Insight
• Jennifer Schaus – JS & Associates

4. All About The DEBRIEF
• Fed Bid Speed
* Software program to manage B2G Opps
* Single click integration with FBO.gov
* Share notes & project manage RFP’s

5. All About The DEBRIEF
• Fierce Government
* Free Govt IT Newsletter
* IT in Govt Agencies / Defense / Cloud / Cyber
* White Papers / Events / Analysis
* In-depth & Quality = Differentiator

6. All About The DEBRIEF
• Tactical Insight, LLC
* Federal & State/Local Market Research
* Opportunity Identification
* Competitive Analysis

7. All About The DEBRIEF
• Jennifer Schaus & Associates
• B2G Services and Events
GSA Schedules
Federal Sales / Marketing
Full List of Webinars & Events:
http://JenniferSchaus5.eventbrite.com

8. All About The DEBRIEF

9. All About The DEBRIEF
* WHAT is it?
* WHO can use it?
* HOW & WHY use it?
* WHEN / Frequency to use it?
To Debrief
Or Not To Debrief

10. All About The DEBRIEF
What Is It?
* Constructive Criticism / Critique w CO
* Post Award meeting
* At Gov’t office (usually)
* Why you lost – or won
* Formal debriefing rules : FAR 15.505/15.506

11. All About The DEBRIEF
Who Can Use it?
* Losing Bidders
& …
* Winning Bidder

12. All About The DEBRIEF
Why To Use it?
* Learn what you did well - or not
* Create relationship w CO/agency
* Insight into agency thought process
* Intel for next opp
* Grounds for protest

13. All About The DEBRIEF
How to Use it. You’re Questioning . . .
* What worked & what didn’t
* Form & substance
* “Any specific considerations that precluded us from being selected?”
* Ask for specific ratings – yours & winner’s
* How were criteria evaluated
* Any eval factors NOT specified in RFP? (TRICK Q!)

14. All About The DEBRIEF
How to Use it. You’re Questioning . . .
* Any dissent in the evaluations
* “Optimal” answers the govt was seeking
* Documents: contract & debriefing file, incl. notes & evals
* Correct (a mistake) or leverage (a positive)
* Similar upcoming opportunities

15. All About The DEBRIEF
What NOT To Do:
* Defensive / argumentative
* “Water Cooler” / informal chats with gov’t
* Validity of requirements / mistakes in RFP
* What can you do to correct (a mistake) or
leverage (a positive)
* Details of other proposals

16. All About The DEBRIEF
When To Use & Frequency Of Use
* Post award
* Winning Bid – learn why selected
* Losing Bidders - learn where deficient
* Time is of the essence – protest period is short

17. All About The DEBRIEF
Conclusions . . .

18. All About The DEBRIEF
Conclusions
* Great way to obtain intel
* Alternative way to build relationship
* Smart business practice - if you learn from it

19. Thank You for attending.
Q & A
Please submit Questions here…..
All About The Debrief

20. All About The DEBRIEF
Jennifer Schaus & Associates
JSchaus@JenniferSchaus.com
www.JenniferSchaus.com
+ 1 – 2 0 2 – 3 6 5 – 0 5 9 8
Anna Urman
Tactical Insight LLC
anna@tacticalinsight.com
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