In many services contracts, the government cares deeply about who will do the work. Solicitations often designate certain roles as key personnel, such as a program manager or technical lead, and evaluate the qualifications of the people proposed for those roles. A strong technical approach can be undermined by a resume that does not meet a stated requirement.
Read the requirements precisely
Key personnel requirements may include education, years of experience, specific types of experience, certifications and security clearances. Some are stated as minimums, others as desired qualifications. Read each one carefully and note exactly how it is worded. A requirement for a certain number of years of experience managing a particular kind of program is not the same as a number of years in the industry.
Also check whether the solicitation allows substitutions of education for experience, or experience for education, and whether qualifications must be met at the time of proposal submission.
Secure real commitments
Proposing a person is a representation about who will perform. Many solicitations require a letter of commitment or intent from each key person, especially if they are not current employees. Even when not required, confirm that each individual is genuinely willing and available to work on the contract if awarded.
Proposing people who have no real intention of performing can lead to serious problems, including findings that a proposal misrepresented its staffing. Agencies have also found proposals unacceptable when key personnel became unavailable before award. If a key person leaves during the evaluation period, talk to the contracting officer and a qualified advisor about your obligations.
Present resumes evaluators can score
Evaluators compare each resume against the stated requirements. Make that comparison easy:
- Follow the required resume format and page limits exactly.
- Lead with a short summary that maps the person’s qualifications to the role.
- List relevant experience with dates, employers, roles and specific responsibilities.
- Show how the experience satisfies each requirement, using the solicitation’s language where accurate.
- Include certifications and clearances as required, with accurate status.
Some teams include a short qualifications table showing each requirement and where it is met in the resume. If the instructions permit it, such a table can be a helpful guide for evaluators.
Accuracy is non-negotiable
Every statement in a resume should be true and verifiable. Inflating titles, extending dates or claiming credentials a person does not hold can have serious consequences for both the firm and the individual. Have each key person review and approve their resume before submission.
Plan for performance
Contracts with key personnel clauses usually require government approval before substitutions, with replacements that have equal or better qualifications. Plan for this from the start. Identify backups for critical roles, keep resumes current and build retention plans for your key people. Stability in key positions is often noticed in performance evaluations, and it supports the past performance record you will rely on next time.