Learn how to shape a solicitation before the government even releases the final RFP. In this episode, Eric Coffie walks through a real example where his sources sought suggestions were added directly to an SDVOSB set aside solicitation on Seaport. The government added his recommended minimum past performance requirements and an organic small UAS capability, dramatically increasing his win probability from maybe to definitely. How adding minimum past performance requirements raises the standard and elbows out LPTA lowest price vendors Why the government added organic small UAS capability to the solicitation and what that tells you about the incumbent The difference between firm fixed price, cost plus fixed fee, and time and materials and which one puts risk on you How to use Naval special warfare past performance to win regular Navy weapons training contracts Why OCONUS performance in Bahrain and Virginia beach changes your pricing strategy What it means when the government keeps a contract on Seaport under an engineering NAICS code that has nothing to do with engineering EPISODE CHAPTERS: 0:00 - How a sources sought response shaped this entire solicitation 0:57 - Putting customer logos on your cover page in Microsoft Word 2:24 - Keeping it SDVOSB on Seaport to elbow out competition 2:54 - Adding minimum past performance to raise the standard for vendors 3:54 - Why best value trade off beats lowest price technically acceptable 4:22 - How the government added organic small UAS capability to the RFP 5:21 - Why the incumbent probably does not have drones and is not performing 5:51 - OCONUS performance in Bahrain and Virginia beach 6:19 - Firm fixed price means you eat every mistake you make 7:18 - Cost plus fixed fee locks your profit at 8 percent with less risk 8:16 - Time and materials is a blank check for disaster cleanup 9:09 - Why the military pays whatever it takes to stay mission capable 9:37 - Using Naval special warfare past performance for regular Navy training If you want to learn more about the community and to join the webinars go to: https://federalhelpcenter.com/ Website: https://govcongiants.org/ Connect with Encore Funding: http://govcongiants.org/funding