What are unsolicited proposals?
Federal guidance on unsolicited proposals is primarily governed by FAR Subpart 15.6. For U.S. DoW contractors, supplementary guidelines and specific policies regarding agency points of contact for these proposals are found in DFARS Subpart 215.6.
An unsolicited proposal (UP) is a vendor-initiated submission sent to a government agency without a posted solicitation and without the government requesting it. Its purpose is to pitch a unique, innovative solution that the government has not formally asked for but may urgently need. In some cases, a well-structured UP can support a sole-source acquisition pathway.
Unsolicited proposals must be:
- Initiated independently by the submitting company.
- Prepared without government direction or supervision.
Unsolicited proposals cannot be:
- A response to any existing solicitation.
- A workaround to avoid competition.
- A replacement for normal procurement when other contract vehicles already exist.
They are appropriate when:
- The company offers a unique, innovative solution not currently purchasable through existing contract mechanisms.
- There is a clear agency need and potential funding.
How to pursue an unsolicited proposal
Before you start:
- Understand the agency’s mission, strategic plans, priorities, budget allocations and active and historical contract vehicles.
- Identify the right office or program within the agency—don’t rely on proposals being forwarded internally.
Typical proposal components
Formats may vary by Agency but here are some key components that are typically required:
- Company information and point-of-contact details.
- Abstract (~200 words)
- Full discussion of the problem being solved, the approach, objectives, and anticipated results and how it supports the agency mission
- Key personnel and bios
- Required government resources (facilities, materials, etc.)
- Pricing details and cost estimates
- Period of performance and contract type
- Organizational background, past performance, facilities
- Security, environmental, or conflict-of-interest considerations
- Names of any government personnel already spoken to
Making the go/no go decision
Unsolicited proposals require careful strategic research, not blind submissions. Your proposal must clearly show innovation, uniqueness, and mission relevance. It should be targeted, persuasive, and professionally written—not just a technical paper.
Remember: Even if not awarded directly, the process can influence future competitive opportunities.
Unsolicited proposal guidelines for select agencies
| U.S. DoW Agency / Organization | Official Page for Unsolicited Proposals |
|---|---|
| Naval Air Systems (NAVAIR) | https://www.navy.mil/Contact-Us/ |
| Defense Health Agency | https://www.dha.mil/Working-with-DHA/Unsolicited-Proposals |
| U.S. Army Health Contracting Activity | https://usahca.medcom.amedd.army.mil/UnsolicitedProposals.html |
| U.S. Coast Guard | https://www.dcms.uscg.mil/Our-Organization/Assistant-Commandant-for-Acquisitions-CG-9/Doing-Business/Unsolicited-Proposals/ |
| Defense Information Systems Agency (DISA) | https://disa.mil/about/-/media/Files/DISA/Agency-Guidance-on-Unsolicited-Proposals–FAR-15604-002.ashx |
| DARPA | https://www.darpa.mil/about/offices/contracts-management |
| Missile Defense Agency (MDA) | https://www.mda.mil/business/unsolicited.html |
How to maximize value
To increase your likelihood of success, make your unsolicited proposal as easy and low-risk as possible for the government to act on.
- Provide clear, well-structured statement of work with defined tasks, deliverables, timelines, and measurable outcomes
- Deliver transparent, defensible pricing supported by a logical basis of estimate.
- Clearly articulate your novelty
- Explain why the solution is not commercially available elsewhere and why only your firm can deliver it, whether due to proprietary technology, exclusive data rights, specialized expertise, or integration compatibility.
- Tie your solution directly to documented agency gaps and mission priorities. Avoid weak justifications such as incumbency or urgency alone.
- To increase your likelihood of success, make your unsolicited proposal as easy and low-risk as possible for the government to act on.
- Provide clear, well-structured statement of work with defined tasks, deliverables, timelines, and measurable outcomes
- Deliver transparent, defensible pricing supported by a logical basis of estimate.
- Clearly articulate your novelty
- Explain why the solution is not commercially available elsewhere and why only your firm can deliver it, whether due to proprietary technology, exclusive data rights, specialized expertise, or integration compatibility.
- Tie your solution directly to documented agency gaps and mission priorities. Avoid weak justifications such as incumbency or urgency alone.
Common reasons for rejection
- The agency does not accept unsolicited proposals
- Your idea is really an extension of an existing program
- Your information is not unique or is already public
- The agency determines the work should go through competitive procurement
- The proposal appears aimed at avoiding competition
- You submit an “alternate” solution after a solicitation is already released.
Evaluation process
- Government acknowledges receipt
- If evaluation will exceed 45 working days, they send an interim update
- Proposal is reviewed by appropriate technical personnel
- Contracting Officer must justify sole-source award if chosen
- Agency notifies you of results once evaluation is complete.