Here's a problem everyone would like to face -- you've received three or four very viable proposals from respected companies. Now what do you do? The effective source selection process consists of four phases:

1. Evaluation of Proposals
2. Competitive Range Determination*
3. Oral Presentations / Questions and Answers*
4. Best Value Analysis and Award.
*As determined to be necessary by the Contracting Officer

In the traditional acquisition, the solution is largely "hard wired" by detailed specifications -- resulting in proposals that appear similar for a very good reason:, all proposals respond to the same requirements and performance levels. In contrast, in an performance-based acquisition using a Statement of Objectives (SOO), the government has the opportunity to evaluate a range of solutions as well as a variety of proposed metrics and measures. The government team can choose the "best solution" for an identified need, rather than the winner of the "proposal writing competition." A good performance-based acquisition creates a competition of ideas.

In such evaluations, the commonly used evaluation factor, "understanding the government's requirement," takes on new meaning and significance. Offerors who truly understand the requirement and how it meshes with the agency's strategic plan and the processes and culture of the organization demonstrate their understanding in the solutions proposed. Similarly, you can compare solutions more easily by evaluating and comparing the offerors' understanding of how to propose and perform in a performance-based environment. Finally, evaluating proposed performance metrics and quality assurance plans in performance-based proposals also will provide a sense of the potential contractors' willingness to share risk and accept accountability for delivering the desired outcome.

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