Source & Authority Information
- •FAR Part 15 - Contracting by Negotiation(accessed 2026-01-15)
- •FAR Part 14 - Sealed Bidding(accessed 2026-01-15)
The Anatomy of a Federal Solicitation
Critical Information to Extract First
- Response deadline and any page limitations: Missing the deadline disqualifies your proposal regardless of quality. Note time zones and any electronic submission requirements. Page limits constrain your approach and require careful planning.
- Set-aside status and eligibility requirements: Determine whether this opportunity is open to all or restricted to specific socioeconomic categories. Set-asides that do not match your certifications are not pursuable regardless of technical capability.
- NAICS code and size standard: The assigned NAICS code determines which size standard applies for small business determinations. Verify you qualify as small under the specified standard before investing in proposal development.
- Contract type: Fixed price, cost reimbursement, time and materials, and other contract types create different risk profiles and require different pricing approaches. Contract type affects your entire proposal strategy.
- Place of performance requirements: Some contracts require on-site performance at specific locations. Geographic requirements may create barriers if you lack local presence or cannot relocate resources.
- Security clearance requirements: Personnel security clearances and facility clearances take substantial time to obtain. If you lack required clearances, evaluate whether you can obtain them within solicitation timeframes.
- Evaluation criteria and their relative importance: How the government will evaluate proposals determines where you should focus effort. Technical excellence matters less if price is evaluated most heavily, and vice versa.
Understanding the Statement of Work
Decoding Evaluation Criteria
- 1Identify all evaluation factors and subfactors
List every factor and subfactor the government will evaluate. Create a complete inventory before developing proposal content. Missing factors means missing opportunities to score points or creating compliance gaps.
- 2Understand relative importance
Determine how factors are weighted against each other. Descending order of importance means the first factor matters most. Equal importance means balance effort across all factors. Specific weights provide precise guidance for effort allocation.
- 3Analyze what excellent looks like
The evaluation criteria often describe what constitutes outstanding, acceptable, and unacceptable responses. Use these descriptions to understand what evaluators are seeking and calibrate your proposal accordingly.
- 4Map evaluation criteria to proposal sections
Create explicit connections between each evaluation criterion and the proposal sections that will address it. This mapping ensures complete coverage and helps evaluators find evidence supporting high scores.
- 5Design discriminators for each factor
Identify what will distinguish your proposal from competitors on each evaluation factor. Generic compliance rarely wins; specific strengths aligned with evaluation criteria earn high scores.
Instructions for Proposal Preparation
- Volume structure: Proposals typically separate into distinct volumes for technical approach, price, past performance, and administrative information. Each volume may have separate page limits and format requirements.
- Required forms: Solicitations specify forms that must be completed and submitted, such as representations and certifications, pricing schedules, and subcontracting plans where applicable.
- Submission method: Electronic submissions through specific portals, email, or physical delivery each have their own requirements and potential failure points. Understand exactly how to submit and test the process before deadline.
- Questions and clarifications: Solicitations establish processes and deadlines for submitting questions. Use this opportunity to clarify ambiguities rather than guessing what the government intended.
Contract Clauses and Terms
Amendments and Questions
Building Your Solicitation Reading System
- 1Initial skim for basic qualification
Quickly review set-aside status, NAICS code, contract value, and timeline to determine basic eligibility and fit before investing detailed analysis time. Reject opportunities that clearly do not match your profile.
- 2Deep dive into requirements
Thoroughly read the statement of work to understand what the government needs and what capabilities you must demonstrate. Identify requirements you can meet, requirements requiring partners, and requirements that may disqualify you.
- 3Evaluation criteria analysis
Map evaluation criteria to your proposal approach. Understand how the government will judge your proposal and design your response to maximize scores against stated criteria.
- 4Compliance checklist development
Create a checklist of every compliance requirement from instructions, including page limits, format requirements, required forms, and mandatory content elements. Use this checklist during proposal development and final review.
- 5Risk and terms review
Review incorporated clauses and contract terms to understand risk allocation and performance obligations. Identify any unusual or unfavorable terms requiring careful consideration or potential negotiation.
Common Solicitation Reading Mistakes
- Assuming you understand requirements without careful reading: Government terminology may differ from commercial usage. Read what the solicitation actually says, not what you assume it means.
- Ignoring evaluation criteria weights: Proposals that treat all factors equally when the solicitation weights them differently misallocate effort and underperform in evaluation.
- Missing amendments: Amendments can fundamentally change requirements, deadlines, or evaluation approaches. Missing a critical amendment can invalidate your entire proposal.
- Overlooking small print compliance requirements: Format specifications, certification requirements, and administrative instructions buried in solicitations are still mandatory. Treat every requirement seriously.
- Failing to ask clarifying questions: Guessing at unclear requirements risks developing proposals that miss the mark. Use the questions process to resolve ambiguities before proposal development.
