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IDIQs arenow one of the most used form of government procurement, and if your company isnot on any of those vehicles you might be missing a significant increase inyour revenue. One major difficulty with IDIQ contracts is that even if you goton the “bus” (an IDIQ vehicle) you’ll still need to compete for the “seats”(task orders), otherwise it will not worth the effort. In order to win taskorders continuously you’ll need to be able recognize IDIQs and Task Order patterns anduse them to your advantage, by implementing them in your Task Order Manual. Here is the list of whatyou’ll need to pay the most attention to:1. Taskorder response requirements. Each IDIQ has different rules, and you’llneed to address specific task order requirements in each response for thosevehicles. Bidding on everything (while it is not an IDIQ requirement) can be aproblem. But, many companies run into the opposite trap—being too choosy, andno-bidding on most task orders they encounter. Address this part in your TaskOrder Manual based on cautious observations and by carefully keeping track ofwhat is coming down the pike on the vehicle.2. Taskorder frequency, size, and duration. This pattern might be hard torecognize before you have started IDIQ work, unless this is not a new vehicle,and you have learned what the historic frequency and patterns have been. It isusually safe to assume that the trend will continue. This information has to beupdated on a regular basis, as it impacts your resource planning for businessdevelopment efforts. Because each vehicle is so different, you can’t easilyjust cut and paste a piece of boilerplate from manual to manual – be careful!3. Typicaltask order proposal page count allocation. Task order proposals mayhave a certain limited page count. This page count allocation may varydepending on the type of task order, its value, its size, and even the level ofimportance. Noting these patterns and rules may help in resource planning andhelp newcomers understand the exact challenge they are dealing with. Theshorter the task order response, the harder it is to prepare it in order todistinguish your team from the competition.4. Typicaltask order types and scope. As soon as you start noticing IDIQpatterns, you can start adding this information to your vehicle managementdocumentation. Normally, you’ll need to describe here what kinds of task ordershave been issued historically on an IDIQ you are working with. If thegovernment publishes an awards history, paste it here. Otherwise, track thisinformation on your own and use sources such as GovWin IQ. Add narrative toyour manual shedding more light on the contract types and types of scope youtend to see. This will help you better prepare and predict future work, andbetter allocate your capture resources.5. Customermap. If you don’t yet know what this means, consider taking our WinningIDIQs and Task Orders seminar on May 14-15, 2012, or the AdvancedCapture Management seminar on June 19-20, 2012, (http://www.ostglobalsolutions.com/training/schedule), wherewe provide detailed directions on how to develop a Customer Map and many othertemplates.6. Taskorder issuance and award process. You can find this information on thegovernment’s IDIQ website, or ask the contracting officer to provide it to youor at least explain how the process works. This is not acquisition-sensitiveinformation, and the government often publicizes it to advertise the virtues ofthe vehicle to other agencies. The IDIQ RFP also may have additionalinformation on the task order issuance and award process. For example,information on whether you’ll receive an award after the government reviewsyour task order, or will you have to write another proposal upon downselect?This is important to know for planning and resource purposes.7, Taskorder evaluation process. The more you know about the source selectionevaluation process the government uses, the better off you will be. You maywant to request a meeting with them to find out exactly how do they make theirdecisions, and what do they prefer to see in you proposals to make their jobseasier.8. Government’stask order proposal preferences. This pattern is one of the mostimportant ones to pay attention to when developing your vehicle managementprocess and documentation. It requires your full attention and carefulgathering of information and lessons learned over the course of customermeetings and win/loss debriefs. This information will help you join the ranksof consistent winners.