Ten years ago, the government did not utilize Sources Sought as a primary acquisition tool. In fact, only about 1% of opportunities were sources sought. Jump forward to 2018 and between 8% – 10% of opportunities in FBO are sources sought. This shift validates that the government is more focused on achieving the right balance regarding acquisition strategy, which is good news for government contractors.
Most companies respond to a sources sought by only answering the given questions and providing the information requested by the government.
There are several key strategies for responding to a sources sought. The first is creating a standardized response format with a cover page, corporate overview, and capability statement. The second is recognizing that you should utilize a sources sought to “influence the acquisition.” You influence the acquisition by making recommendations and “ghosting” your strengths and the weaknesses of the competition.
This course will be heavy on examples to maximize your understanding of the various techniques and strategies for responding to a sources sought to influence the acquisition.