A business proposal is a written offer from a seller to a prospective buyer as part of the process of obtaining business. In the Government, a Request for Proposal (RFP) is developed when the Government needs to purchase goods and services from the industry. An RFP gives companies the opportunity to compete for these goods and services with their own “seller’s” proposal (see Proposal Development Process). The goal of a seller’s proposal is to put the Government requirements in a context that favors their goods and services and educates the buyer about their capabilities in satisfying the needs and requirements.

The main components in a government RFP include:

• Request for Proposal (RFP) (FAR 15.203)
• Model Contract
• Statement of Work (SOW)
• Contract Data Requirements List (CDRL)
• Proposal Adequacy Checklist (PAC)
• Any attached additional requirement documentation

There are three (3) types of proposals:

1. Solicited: Proposals are written in response to published requirements, contained in a Request for Proposal (RFP), Request for Quotation (RFQ), Request for Information (RFI)) or Request for Technical Proposal (RTP).
2. Unsolicited: Proposals received by the government from a contractor that is not in response to published RFI or RFP. (FAR Subpart 15.603 – Unsolicited Proposals)
3. Informally Solicited: Proposals are typically the result of conversations held between a vendor and a prospective customer.

Other topics DoD Program Managers (PM) and contractors should be aware of include:

• System of Award Management (SAM.gov)
• Federal Acquisition Regulations (FAR)
• Source Selection Plan (SSP)
• Software Considerations
• Pre-Award Survey
• Prospective Contractor Responsibility
• Proposal Development Process
• Data Item Description
• DD Form 254

AcqLinks and References:

• MIL-HDBK-245D DoD “Handbook for Preparation of Statement of Work”- 3 April 1996
• DoD Source Selection Procedures – 31 Mar 2016
• (Old) DoD Source Selection Procedures – 4 Mar 2014
• Understanding and Mitigating Protests of DoD Contracts
• Guide: Solicitation Preparation Guide for the Acquisition of Commercial Items by the DoD – 7 May 2015
• Template: Proposal Evaluation Plan
• Template: Source Selection Plan
• Website: FAR Subpart 12 “Acquisition of Commercial Items”
• Website: FAR Subpart 15.2 ‘Solicitation and Receipt of Proposals and Information”

Updated: 8/17/2021