Common Requirements of Federal Service Customers

Federal service customers share a set of common requirements and solutions that can be used as guidelines in developing customer selling points and specific solutions. Keep in mind that the common requirements/solutions listed below are generic and should be viewed as guidelines only. Actual customer requirements are usually more complex than the guidelines.

Common Requirement	Selling Point/Solution -add links below
1. Contract start up and initial performance will be accomplished without any disruption of service/operations (for existing contracts)	See Management Plan Model Text, Transition Plan
2. Customer will make policy decisions and contractor will make contract management decisions	See Management Plan Model Text, Contract Management Policies
3. Customer will participate in contract management decisions	See Management Plan Model Text, Contract Management Policies & Contract Organization and Management
4. Contract problems will be corrected immediately	See Management Plan Model Text, Contract Management Policies
5. Communications between the customer and the contractor will be instantaneous and direct	See Management Plan Model Text, Contract Management Policies & Contract Organization and Management
6. Contractor understands uniqueness of customer’s requirements	Technical Approach
7. Contractor will provide a Contract Manager the customer wants and can trust	See Management Plan Model Text, Staffing Plan& Contract Organization and Management
8. Contract Manager will be full time and committed to contract	See Management Plan Model Text, Staffing Plan& Contract Organization and Management
9. Contractor will implement a responsive Project Management System	See Management Plan Model Text, Project Management System
10. Contractor will provide qualified and proven staff members	See Management Plan Model Text, Staffing Plan& Contract Organization and Management
11. Contractor will minimize staff turnover	See Management Plan Model Text, Human Resources Plan
12. Contractor’s corporate organization/resources will support Contract Manger in all aspects of contract management	See Management Plan Model Text, Corporate Support/Project Management Office
13. Contractor will improve on current operating performance	Technical Approach New systems and procedures New quantitative operating goals, objectives, and performance standards Performance measurement methodologies Feedback of performance results
14. Contractor will improve on program performance and results	Technical Approach New systems and procedures New quantitative program goals, objectives, and performance standards Performance measurement methodologies Feedback of performance results
15. Contractor will improve business processes and train customer personnel	Technical Approach How will process be improved Standards New COTS software Describe training program including facilities, frequency, curricula, instructors, features, and benefits
16. Contractor will improve information flow, program performance reporting, and system effectiveness	Technical Approach Design principles Conceptual design Performance standards Example reports (actual versus performance standard) Compliance with Federal Information Architecture
17. Contractor understands and will meet customer’s security requirements	See Management Plan Model Text, Information Security Plan
18. Contractor will minimize contract performance risks	See Management Plan Model Text, Risk Management, Quality Assurance Plan, & Subcontractor Management and Relationships

This list of requirements can be used to develop selling points (win themes) for a federal service proposal. Any particular customer may have one or more of these requirements. Keep in mind that this is not an all inclusive list of selling points and each customer will have their own set of unique selling points which you must develop during the sales process. The unique selling points are often the most important when writing a federal services proposal.