Tips for Site Visits:
- Just remember that anything you say or do will be observed by your competitors.
- The site visit should be attended by as many people as are allowed by the customer.
- Get answers to as many of the Readiness Review questions as possible.
The following checklist can help you get the most out of your site visits:
Gather Intelligence About The Customer
❏ Learn things that they won’t put in writing in the RFP like what their goals or preferences are.
❏ Try to identify who is participating in the procurement and in particular, who will be participating in the evaluation.
Gather Intelligence About The Opportunity
❏ Count staff, including both Government and contractor, to help clarify the scope and pricing.
❏ Inventory which equipment is furnished by the contractor and which is furnished by the customer.
❏ Examine documents such as procedures manuals, standards, and policy documents. Request copies of any that look useful.
❏ Come prepared with technical scope questions. You may get different answers in person than in writing.
Gather Intelligence About The Competitive Environment
❏ Examine the sign-in sheet to discover who your competitors are.
❏ Request a “Bidders List” or copy of the sign-in sheet.
❏ Find out who intends to bid as a prime contractor and who intends to bid as a subcontractor, while either broadcasting, hiding, or misleading about your own intentions.
Influence The Solicitation
❏ Come prepared to make suggestions and influence the solicitation.
❏ Introduce your key staff to the customer face to face.
❏ Be helpful to the customer.
❏ Reinforce how you want to position your company in your customer’s eyes.