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September 29, 2004

Alternate Proposals

Sometimes, clients and potential clients tell me that they have a better idea than what the government is asking for in an RFP. They think that their idea or their way of doing things will be easier, more effective, and/or cheaper than the way that the government wants the work to be done. So instead of responding to the RFP in the way that the government requires, they want to propose something else -- something that the government hasn't asked for. Should they do it?

The answer is no and maybe. Your idea may be great, but if your proposal doesn't respond to and meet the requirements of the RFP, you run the risk that it will be thrown out because: (1) you have not followed the instructions set forth in the RFP; and (2) if your idea and proposal is substantially different, the government will not be able to evaluate it against the RFP requirements and against other proposals that follow those requirements. One of the rationales behind the issuance of an RFP is that it provides a common or standard set of requirements against which all bidders are supposed to be evaluated. So you need to determine whether, by submitting your "new and improved idea," you want to take the risk that that the government will not be particularly impressed.

But if you are convinced that your way is the best way, there may be a way to get around the above, and that is by submitting what is called an "Alternate Proposal." Many, but not all RFPs contain a clause that will allow you to submit such a proposal in accordance with Federal Acquisition Regulation (FAR) requirements. Some RFPs expressly forbid the submission of alternate proposals. So if you are seriously considering submitting an alternate proposal, you need to read your RFP to find out if they are permitted and, if so, the specific instructions that you need to follow. Below are a few examples of what your RFP may say:

  • Offerors may submit proposals that depart from stated requirements. Such proposals shall clearly identify why the acceptance of the proposal would be advantageous to the Government. Any deviations from the terms and conditions of the solicitation, as well as the comparative advantage to the Government, shall be clearly identified and explicitly defined. The Government reserves the right to amend the solicitation to allow all offerors an opportunity to submit revised proposals based on the revised requirements.


  • All offerors shall submit a proposal directly responsive to the terms and conditions of this RFP. If an offeror chooses to submit an alternative proposal, they must, at the same time, submit a proposal directly responsive hereto for any alternate to even be considered.


  • Alternate proposals are not solicited, are not desired, and shall not be evaluated.

    • Posted by Deborah at September 29, 2004 07:34 AM





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