Using RFIs to Secure Sole Source 8(a) Contracts
If you’re an 8(a) company, you always want to respond to as many RFIs as you can. Okay, maybe you don’t want to, but you should.
Here’s why.
The government will put out RFIs for several different reasons. Program offices might just want to get a sense of the business landscape as they prepare to release a competitive RFP. They might want to see if there are even enough qualified businesses available to do the work that needs to be done, or if there’s one firm that stands head and shoulders above the rest.
Regardless of the purpose behind the RFI, by submitting a solid response, you’re going to get something in return.
At the very least, you’ll get free marketing. Every 8(a) company is trying to get its name in front of program officers. When your RFI response is received, they have to read it. Even if they don’t believe your firm is the right fit for the work outlined in the RFI, they’ll set your response aside for future opportunities if you make a good impression.
Maybe the right opportunity comes next month, or next year. Or maybe it’s much sooner than that.
If your capabilities match what the government is looking for and you’ve crafted a thoughtful, tailored response, program officers might just decide to sole-source the work to you – even if they were originally planning to compete it out.
Yes, sometimes RFIs can feel like a black hole. Occasionally, they are. But the vast majority of the time, they represent a great opportunity! And luckily, putting together an impactful response isn’t as hard as you might think.
The Secret to A Solid RFI Response
Program offices don’t get a lot of great – or even decent – RFI responses from 8(a) firms. That’s good news for you.
Rather than simply copying the language from your website’s services page and pasting it into your response, seize the opportunity to stand out.
All it takes is a little research.
Research the program office and the problem that needs to be solved. Tailor your proposed solution to that specific problem.
The government rewards effort, and rewards new ideas and new approaches to solving old problems – especially if the current approaches aren’t working. Look at the firm doing the work now, and try to figure out where potential gaps or weaknesses might exist. Then, speak to what you’d do differently – and better.
If the existing contract is a sole-source contract and the current company is graduating, there’s a good chance that they haven’t put together any kind of transition plan. Show the program office you have a plan to pick up where they left off.
Most RFIs are limited to 3-5 pages, but that’s plenty of room for you to demonstrate that you’ve thought carefully about the government’s requirements, and have the ability to get the job done.
Once you’ve submitted your response, don’t just disappear. Set a reminder to follow up with the contracting office on a regular basis. A monthly email – especially during the first six months after your submission – will keep your response at the top of that stack.
Get Started Now
Many RFIs will be released on sam.gov, where you can look for open opportunities and find information on previously awarded contracts. Simply search the database using keywords related to the type of work you’re looking for.
Even if a particular RFI doesn’t seem like an exact fit for your firm, view it for what it is: an opportunity to impress program offices that desperately want to be impressed. Submit enough well-crafted responses, and even bigger opportunities will inevitably come your way.
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