Description:

The requirements and expectations for Statements of Work (SOWs) and Performance Work Statements (PWS) are not the same. When sellers cannot differentiate between the two, they may not be responding to the buyer's need, missing key considerations and resulting in unsuccessful bids. While contracting officers (COs) and contracting officer's representatives (CORs) are often well-trained and -versed in the differences, sellers often treat the two requirements' definitions as being very similar. Also, sometimes technical, or subject matter experts (SMEs) don't quite get the difference between the two, and they issue a Request for Proposal (RFP) with a "PWS" that is closer to an SOW, or vice versa. When COs, CORs, SMEs and sellers are not on the same page, it leads to confusion all around!

After this session, you'll leave with specific examples of problematic SOWs and RFPs, to help point out the types of concerns sellers should raise, and specific questions sellers should ask to help clarify unclear requirements and/or misapplied SOWs/PWSs.

Presenters:

• Janet Arrowood (President, The Write Source)

Learning Objectives:

1. Recognize the key differences in a PWS versus a SOW
2. Formulate more appropriate, on-message proposals
   
   

CMBOK Competencies:

• 4.1 Plan Solicitation
• 4.4 Prepare Offer
  
  

Level of Difficulty: Beginner

Intended Audience: Primarily sellers, but useful for buyers too

Cost: N/A 

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