Ten years ago, the government did not utilize “sources sought” as a primary acquisition tool. Jump forward to 2018 and between 8% – 10% of opportunities in FBO are sources sought. This shift indicates that the government is more focused on achieving a balance in its acquisition strategy, which is good news for government contractors.
Most companies respond to a sources-sought notice by only answering the given questions and providing the information requested by the government. However, there are several key strategies for responding effectively. The first is creating a standardized response format with a cover page, corporate overview, and capability statement. The second is recognizing that a sources-sought notice is an opportunity to “influence the acquisition.” You influence the acquisition by making recommendations and “ghosting” your strengths and the weaknesses of the competition.
This course will include many examples to maximize your understanding of the various techniques and strategies for responding to a sources-sought notice to influence the acquisition.
Target Audience: Small businesses pursuing federal market opportunities