The difference between Solicited & Unsolicited Proposals…
The short answer is one is requested by a Gov/Mil sponsor, and the other is just your company pitching it to a potential Gov/Mil Sponsor for consideration…but there’s a deeper issue. Anyone can go and read the government’s legal description for an unsolicited proposal (https://lnkd.in/gRvCDsFu), but the real question with these proposals is not the format or contents, but the purpose behind it. The only real value in an unsolicited proposal is in the pursuit of a potential sole-source contract. Similar to most sole-source contracts, it is a high bar to clear, with many hurdles along the way. The fundamental question is, for your potential sell, is there a better way?
The primary consideration should first go to any existing solicitation options that your product or service might fit with. Don’t go the long way around when there is a more direct path available. Second, if there isn’t a current solicitation that your product or service fits into, are there any better options for a sole-source contract award (such as SBIR/STTR, OTA, etc.)? Lots of potential options for a sole source contract, but the most difficult would arguably be the unsolicited proposal. Now if all other sole-source contract options are ruled out, then go this route, but I would say it’s better saved as a last option.
As a final thought, regardless of the contract award route you are pursuing, I can’t stress enough the importance of having an initial pitch that is concise and tailored to the potential customer. Please reference my previous post on this topic for an available template (https://lnkd.in/gdDB89Gv). It's not that this format meets any total or final requirements for an official proposal, but rather it’s designed to be the initial scene setter for any conversation with a potential Gov/Mil customer. This is the visual elevator pitch template that comprises the information any Gov/Mil sponsor needs to know about your product or service, and gets that first conversation targeted at their need and your solution.
