Why is This Seminar Different?
Bid protests are a common--and increasing--occurrence in many federal procurements. However, many federal managers lack critical information as to how the process works and when important protest decisions must be made. Few managers understand how to use the protest process to enhance their companies' sales efforts. Knowing when and how to protest can make the difference between hitting your revenue goal and missing it. Managers must also know how to defend protests that are filed by their competitors. Federal customers often need support from the winning vendor's sales and legal team to defend a protest successfully.
Recent changes in the law allow vendors to protest many task orders issued under large, IDIQ vehicles. Previously, these task orders were exempt from protest except in very unusual circumstances.
This seminar will give federal salesmen and sales managers the information that they need to use the bid protest process as part of a successful sales strategy. The seminar is unique in teaching protests from the salesman's perspective. You will learn the key information that can make the difference between winning and losing a multi-million dollar procurement--and protest.
Who Should Attend?
Business owners, managers, salesmen and in-house counsel
Why Should You Attend?
Many companies have used bid protests to obtain contract awards. By filing the right protest at the right time, a company can turn a loss into a win. And even if your company doesn't believe in protesting, you may still have to defend a major contract against a protest by a competitor. The course will give you the practical information that you need to file a timely protest or defeat a protest against your contract. This class is not to be missed!
This half-day class is designed to train your sales force, sales managers, and in-house counsel in how to use the bid protest system to win and defend federal contracts.
It is particularly important to send your sales force to this course. There are strict--and confusing--deadlines for filing bid protests. If you wait too long, you may lose important leverage and sometimes the right to file at all. Protest decisions must often be made in three days or less. The sales force is usually the first to learn the facts that support a protest. Salesmen have to know bid protest timeliness rules so your company won't lose its protest because it waited too long.
Both salesmen and managers need to understand when a successful protest can produce a contract win. The course will teach you how to ask the right questions to make the right decision as to whether you should protest. The course will discuss the types of losses that you should almost always protest. Equally important, there are some losses that you should almost never protest. The course will teach you how to tell the difference.
The course will show you how to get the information that you need to file a successful protest. That's not always easy. You can't assume that an agency debriefing will hand you winning protest grounds on a silver platter. The course will show you how a debriefing can make or break your protest--and how you can structure your debriefing strategy to obtain the maximum information possible. The course will also discuss where to go to get useful information on the Internet, and why a well-placed phone call to your competitor's help desk can turn a loss into a win.
The Government Accountability Office's (GAO) bid protest process allows protesters to suspend contract performance before it starts, and thereby preserve the protester's ability to win a meaningful victory. The protester has to file within days of the contract award or debriefing in order to obtain this important right. The course will discuss the confusing rules that determine when a protest must be filed to obtain a suspension. Among other points, the course will explain:
- The difference between permitted and required debriefings--and how that difference affects suspension.
- Why you never want a debriefing on a Tuesday.
- The phone call that makes you timely--who has to make it and when.
- What to do if the agency overrides a suspension.
- When the awardee wants an override--and when it doesn't.
Filing a timely protest is only part of the battle. The protester needs to have a winning issue in order to reverse an award decision. It's often hard to recognize the issues that make a winning protest. The course will walk you through the best and worst grounds to raise when you pursue a protest. The course will discuss:
- The key distinction between winning and losing protest grounds.
- Why the protest issues that are most important to a vendor are usually the weakest grounds of protest.
- The role of agency discretion--and how to avoid the trap of protesting proposal evaluations that agencies usually win.
- Understanding the difference between stupid and illegal--and why it matters to a successful protest.
- Where to look for winning issues.
The course will also discuss the relief that is available to a successful protester, including collection of protest costs and attorney fees. The course will show you how the type of issue that you raise determines what you get if you win.
The course will focus primarily on the bid protest process at the Government Accountability Office, which is the forum of choice many vendors. However, the course will also describe the other options available to protesters, including the U.S. Court of Federal Claims (COFC) and agency protests. The course will show how protesters can combine GAO and COFC actions to obtain the maximum available relief.
Cancellations & Rescheduling
Cancellation notification must be received one week prior to the course date. Upon notification, your registration fee will be refunded less a $100 non-refundable processing fee. Any cancellations beyond the one week period are non-refundable but you have the option of rescheduling. If you reschedule to attend another course, we will apply your prior payment toward your new registration fee. No refunds will be made for the cancellation of a rescheduled course. Personnel substitutions may be made at any time. Payment must be received prior to the course date. No-shows are liable for the full course fee.