Rainmaker GPS and its Rich History and Success with IDIQs
While many companies and industry professionals are experts in many aspects of the federal government contracting, some do not understand or appreciate the psychology and/or strategic importance of IDIQs and the short- and long-term benefits an IDIQ contract brings to a company in any stage of its growth cycle. Proposal management of and proposal responses to Indefinite Delivery, Indefinite Quantity (IDIQ), including Multiple Award Task Order Contracts (MATOCs) and Governmentwide Acquisition Contracts (GWACs), are different from any other type of federal proposal response. Rainmaker has been responding to IDIQ contracts since 1993. Over the past 24 years, and in response to the continuous, growing number of IDIQ and similar indefinite delivery contract vehicles, Rainmaker GPS has designed, built, and today manages the most advanced IDIQ-specific proposal response and management practice in the federal contracting industry.

The Rainmaker GPS IDIQ Management program includes four primary Phases as follows:

  • Phase One – Organization of Requisite Proposal Response Materials
  • Phase Two – IDIQ Monitoring and Analysis (Vetting)
  • Phase Three – IDIQ Management including Capture Management functions – IDIQ Specific
  • Phase Four – IDIQ Proposal Responses from Pre-RFP to Award

The four IDIQ Management Program Phases all focus on a single element – the seizing of opportunities. Our old friend Sun Tzu said it best: Opportunities multiply when seized.

As noted in our About Rainmaker section of this website, when Rainmaker speaks of opportunity in reference to Sun Tzu’s multiplication of opportunities, we refer specifically to the competitive advantage Rainmaker GPS affords its clients through adherence to time-tested, superior tactics, and the application of leading treatises on strategy and implementation as they relate to competitive environments – those milieus where companies find themselves contesting with one another for a specific goal (contract opportunity).

Over time, the inclusion of Rainmaker GPS in a firm’s IDIQ and proposal writing and management processes gives our clients a sustainable, competitive advantage that becomes an integral component of the firm’s overall corporate strategy. A snapshot of Rainmaker GPS’s more than 150 IDIQ contract wins over the past seven years exceed $70 billion and include:

  • $20 billion National Institutes of Health (NIH) Chief Information Officer–Solutions and Partners 3 (CIO-SP3),
  • $12 billion VA Transformation Twenty-One Total Technology (T4),
  • $975 million Air Force Medical Services (AFMS) Clinical Advisory/Technical Services (CATS),
  • $300 million TRICARE Management Activity Military Health Systems’ Pacific Joint Information Center (JITC),
  • $7.4 billion Federal Aviation Administration’s (FAA) Electronic FAA Accelerated and Simplified Tasks (e-FAST),
  • $19.5 billion Navy SeaPort-Enhanced (SeaPort-e), and
  • $10 billion General Services Administration (GSA) 8(a) Streamlined Technology Application Resource for Services (STARS) II Governmentwide Acquisition Contract (GWAC)

In today’s IDIQ world, the competition among contractors is tougher, smarter, and faster than at any other time in history – and, there is more competition resulting in a highly competitive federal marketplace. This hyper-competition has resulted in an environment where the rate of change in the competitive process is in such flux that only the most adaptive, fleet, and nimble organizations will survive. Today, government agencies want it quicker – they want it cheaper – and they want it their way. The continued influx of LPTA (lowest price, technically acceptable) solicitations being released and the cavalier, rigid, and oftentimes unbending government responses to contractor’s questions and comments as part of the Q&A process are further evidence of the transformational evolution in government contracting and the proposal process.      

This fundamental quantitative and qualitative shift in competition and the contract award process requires organizational change on an unprecedented scale. In this new economy, competitive advantages must be constantly reinvented and all proposal efforts must focus upon not only traditional response factors, but also the distinctive capabilities of the organization – those abilities and characteristics of your company that allow you to perform better than your competitors using a distinctive and difficult-to-replicate set of business attributes.

Rainmaker GPS employs a proprietary proposal review process that understands how federal proposals are evaluated and awarded. We are experts in the structure of the federal agency's evaluation organization and write, and review, proposal responses that align with the scoring criteria developed and managed by the Source Selection Evaluation Board or Team (the SSEB) and how the SSEB interacts and advises the Source Selection Authority (SSA). Any company or proposal writing/management consultancy that does not fully understand the role of the SSEB and how the SSA is the individual who, based upon all information available, will make the final award decision is doing itself (or its clients) a disservice by its lack of knowledge of the evaluation and award process.

Sun Tzu's The Art of War is one of the world's leading sources on strategy, tactics, and competition. While written more than 2,500 years ago in approximately 500 B.C., it remains a leading discourse on confronting and defeating opponents through superior strategy. Rainmaker GPS’ process for determining client differentiators is based, in part, on the concepts learned from Sun Tzu. It is through this client differentiator process that we have created our differentiation strategies and developed a query system that gives us the ability to determine quickly, and incorporate into each IDIQ response, the sustainable competitive advantages (and differentiators) that our clients possess.