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How do you write a technical volume that scores, not just complies?

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  • A strength in a technical volume looks like an aspect of your proposal that exceeds the requirements of the performance work statement in a way that benefits the government.
  • Simply confirming you can meet all requirements, as described in FAR 15.305, typically results in an "acceptable" rating without any strengths.
  • The contracting offic
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I just had my third federal RFP loss, and the debrief this time was a real head-scratcher. The contracting officer said our proposal for grounds maintenance (NAICS 561730) on a military base was “acceptable” but had “no strengths.”

I thought we followed all the instructions in Section L to the letter. We wrote a technical volume that restated the performance work statement and confirmed we could do everything. My crew is nine people, we have all the equipment, and we’ve been doing this for years for private businesses around Jacksonville. I don't get what they wanted. I read every word of the solicitation and the amendments, and I felt like we answered every question.

What does a “strength” actually look like in a technical volume? How do you write something that goes beyond just being “acceptable”?

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asked Jordan P. First-year bidder, landscaping and grounds · Jacksonville, FL · 148 rep

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A strength in a technical volume looks like an aspect of your proposal that exceeds the requirements of the performance work statement in a way that benefits the government. Simply confirming you can meet all requirements, as described in FAR 15.305, typically results in an "acceptable" rating without any strengths. The contracting officer wanted to see where your approach offered an advantage beyond the baseline.

To write for strengths, you need to identify opportunities to offer more than what was asked. For grounds maintenance, this could involve proposing a specific methodology that reduces environmental impact, offering a faster response time for emergency services than the PWS requires, or using technology that improves efficiency or reporting. You should explain the benefit of these approaches to the government. This shows the evaluators that you not only understand the requirements but also bring added value to the contract.

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answered Nadia F. Verified vendorWOSB owner, management consulting · Minneapolis, MN · 471 rep
This makes sense. I have been focused on meeting the requirements exactly. I will look at our existing services for the city and county and see where we already exceed the stated requirements and could highlight those as strengths. · Jordan P. ·
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Jordan, the instructions in Section L often ask for more than just a restatement of the performance work statement. A strength is an aspect of your proposal that the agency determines provides a significant benefit or advantage to the Government, beyond simply meeting the minimum requirements of the solicitation. The evaluation criteria in Section M of the solicitation explains how the agency will assess those benefits. The agency evaluators look for unique approaches or enhanced capabilities that demonstrate a superior understanding of the requirement or offer a higher probability of successful performance.

For example, if the PWS requires weekly mowing, proposing bi-weekly mowing with a specialized, longer-lasting turf treatment that reduces overall cost or environmental impact could be a strength. Nadia is correct that you need to identify opportunities to exceed the stated requirements and clearly articulate the benefit to the Government. Simply saying you can do the work is compliance; explaining how you will do it better, more efficiently, or with less risk is how you achieve strengths.

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answered Dana K. Retired contracting officer, 22 years · Alexandria, VA · 141 rep

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Sign up to answerCite the FAR clause or procurement code where you can.

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