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Federal Proposal Management Best Practices

Tuesday, May 27, 2014 | 10:00 AM - 11:30 AM
Sheraton 2

Federal Community Evaluation Criteria Survey Results

Kristin Dufrene, CPP APMP Fellow
Vice President, Capture and Proposal Excellence, CACI, Inc. - Federal 

Alan Goldberg
Director of Source Selection, NAVAIR


To examine how the evaluation criteria language in an RFP influences industry's bid-no bid decision, price to win strategy, proposal development, and ultimately the offer it provides, federal procurement professionals developed a survey with APMP's assistance. This survey was posted and industry business development, capture management, and proposal management professionals were invited to respond. This presentation will summarize the survey results (including responder demographics), discuss acquisition trends (LPTA vs. Best Value Innovation), and evaluate lessons learned. The government gained information from the survey responses that will assist them in matching the government's intention to motivate with industry's reaction to the evaluation criteria language. This is a great opportunity to interact with our federal customers, which will lead to better RFPs, and in turn, better proposals.


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Kristin Dufrene

Kristin Dufrene, PPF.APMP, has been a member of APMP since 1995, presented at ten International Conferences and NCR's Professional Day, and is an accredited APMP Fellow. She applies her 24 years of federal acquisition experience as Vice President, Capture and Proposal Excellence making bid/no bid decisions, developing win strategies, and providing leadership during the review process. 

Alan Goldberg is the Source Selection Office Director of the Naval Air Systems Command (NAVAIR). He has been in the engineering and acquisition fields with NAVAIR since January 1977.   He joined the Source Selection Office in 1990 to lead Competitive Source Selections, becoming the Director in May 2000.  Mr. Goldberg has been an APMP member since September 2000, and has been the Government Liaison, representing NAVAIR since April 2003.

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