Best value procurement is a way of choosing a contractor that weighs price together with non-price factors, such as experience, staffing, technical approach, and past performance, instead of awarding strictly to the lowest bid.
Material quantities, delivery timing and equipment availability shape the next phase of work. AI-generated illustration.
Best value procurement is a selection method in which the owner evaluates proposals on a mix of price and quality factors and awards to the offer that gives the best overall value. It sits between pure low bid and pure qualifications-based selection. Public owners use it for complex buildings, design-build projects, and work where the cheapest contractor is a real risk.
For contractors, it changes what wins. A sharp number still matters, but so do the project manager's resume, the schedule approach, safety record, and references from past owners.
How best value works in federal procurement
The Federal Acquisition Regulation describes a best value continuum at FAR 15.101: agencies can obtain best value using any one or a combination of source selection approaches, and the relative importance of cost or price may vary. When requirements are clear and risk is low, price may dominate. When requirements are less definitive or performance risk is greater, technical and past performance considerations may play a larger role.
Under the tradeoff process in FAR 15.101-1, the solicitation must state all evaluation factors and significant subfactors that will affect award, and their relative importance. It must also say whether all non-cost factors combined are significantly more important than, approximately equal to, or significantly less important than cost or price. The agency may award to a higher priced offer, but the perceived benefits must merit the additional cost, and the rationale must be documented in the file. At the other end of the continuum is the lowest price technically acceptable process, where the agency picks the lowest priced proposal that meets the minimum technical standards.
State and local agencies have their own procurement laws. Some allow best value for construction broadly, some only for certain project types or delivery methods, and some not at all.
Example: a best value proposal
A county issues a request for proposals for a $9 million fire station. The evaluation criteria are technical approach and schedule (30 points), key personnel (20), past performance on similar public safety buildings (20), and price (30). Contractor A comes in $180,000 lower but proposes a PM with no fire station experience and a generic schedule. Contractor B is higher but shows a phased schedule that keeps the existing station running, a superintendent who built two stations, and strong owner references. The panel scores B higher overall and documents why the extra cost is worth it.
How to compete on best value jobs
Read the evaluation criteria and weights first. Write the proposal in the same order so evaluators can score it easily.
Name real people and back them with project lists. Swapping key personnel after award can create problems under the contract.
Give specific, project-based answers. A generic safety manual scores worse than a site logistics plan for this site.
Collect past performance proof all year: owner letters, closeout evaluations, and photos.
Ask for a debrief if you lose. It is often the best feedback you will get.
Common mistakes and disputes
Treating the price section as the only one that matters.
Boilerplate technical sections copied from the last proposal.
Missing a mandatory requirement, which can make the proposal unacceptable no matter the score.
Protesting without reading the stated criteria. Owners generally have discretion within the criteria they published.
No. Low bid awards to the lowest responsive, responsible bidder. Best value weighs price with non-price factors and can award to a higher priced proposal if the benefits justify it.
What is lowest price technically acceptable?+
A federal source selection process where the award goes to the lowest priced proposal that meets the minimum technical standards. Non-price factors are pass or fail rather than traded off against price.
Can a public owner pay more under best value?+
Under the FAR tradeoff process, yes, if the perceived benefits of the higher priced proposal merit the additional cost and the rationale is documented. State and local rules vary.
How do I find best value opportunities?+
Federal solicitations are posted on SAM.gov. State and local agencies post on their own procurement portals. Look for RFPs and RFQs rather than invitations to bid.
The Minnesota and Wisconsin Departments of Transportation this week selected Ames-Kraemer Joint Venture II as the apparent best-value proposer for the $1.4 billion design-build replacement of the John A. Blatnik Bridge connecting Duluth, Minnesota and Superior, Wisconsin. Ames-Kraemer's design-build bid was approximately $930 million, with the total project estimated at $1.4 billion. The contract has not yet been formally awarded — the states have up to 60 days to finalize. Separately, Parsons w
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Published transcript from Scaling Legends. It may contain transcription errors. View the source transcript.
As always, this content is for educational and informational purposes, only it is not legal, financial, or professional advice. Right. And right up front, I just want to mention that we're currently accepting beta testers for Smart Business Automator. Yeah, which is super exciting. It really is. You can sign up at smartbusinessautomator .com. Beta testers get first access to new features and updates before the public rollout, so definitely go check that out at smartbusinessautomator .com. Absolutely. Anyway, welcome. You're listening to Scaling Legends. Today's deep dive uses the Blatnick Bridge contractor selection as a case study. We're looking at how major design -build infrastructure competitions actually work. And, you know, how you can position your own firm to win or subcontract on them. Exactly, because MNDOT and Wisdon... just made a massive move.
I mean, they just selected the contractor for the monumental $1 .4 billion replacement of the John A. Blotnick Bridge. Which carries I -535, right? Right, I -535. It is this incredibly vital, heavily utilized freight and commuter crossing right between Duluth, Minnesota and Sotiria, Wisconsin. It's a huge lifeline for that whole region. It really is. Yeah. And the winner here is Ames Kramer Joint Venture 2, coming in with a design -build bid of approximately $930 million. Yeah. But wait, before we start analyzing the fallout of that massive bid, we really need to establish a critical caveat about public procurement at this scale. Okay, what's the caveat? That contract has not been formally awarded yet. Oh, really? No. As of this week, Ames Kramer Joint Venture 2 was merely selected as what they call
the apparent best value proposer. Parent. Right, a parent. And that specific phrasing triggers a strict 60 -day window for the states of Minnesota and Wisconsin to actually finalize the formal contract. Wow, so 60 days. Yeah. Until that ink is dry, they are in a highly, highly sensitive negotiation and verification phase. So it's not a done deal. Exactly. Oh, and separately from that $930 million bid, Parsons just landed the program management oversight contract for the bridge. which we'll definitely get into. We will, yeah. Because knowing who is apparently about to win this massive $930 million bid is really only half the story, right? For sure. The real value for you listening is in understanding the mechanics of how they won it. Because at this
billion -dollar scale, simply having the lowest price tag on bid day? It does not guarantee a victory. Not at all. Not even close. Right. We are operating in the realm of best value procurement, not traditional low bid, to use an analogy. Low bid procurement is basically like outfitting a heavy duty work truck with the absolute cheapest tires you can find. Yeah. Just to get it out the door. Right. You save cash today, but you totally wrecked a blowout on a loaded haul. you know which costs way more in the end exactly whereas best value procurement is like paying a bit more up front for tires that come with say a 50 000 mile warranty free rotations and significantly better traction right the slightly more expensive tire offers way better long -term value because it actually keeps your truck on
the road and out of the ditch that's a really good way to look at it But the lingering question is, how do agencies like MNDOT and WisDOT actually quantify and score that extra value to justify a potentially higher initial price tag to the taxpayers? Yeah. And the math behind quantifying that value is where this gets highly, highly technical. I bet. Because when MNDOT and WisDOT issue the request for proposals on a mega project like this, they publish this really rigorous scoring matrix. Right. Price might dictate, you know, maybe 50 or 60 percent of the total score. But the remainder is evaluated on technical approach, schedule compression, safety records and innovation. So it's not just the bottom line. Exactly. They often utilize a mechanism called A plus B bidding.
A plus B bidding. Right. So part A is the actual cost of the construction materials, the labor, overhead, you know, the hard costs. Makes sense. But part B is the time it takes to build it. The DOTs literally calculate a daily user delay cost. Oh, wow. Yeah. They figure out exactly how much economic damage is done to the Duluth and Superior port region for every single day that bridge is under construction or close to freight traffic. So they are literally monetizing the friction of the construction process itself. Exactly. If a major interstate bridge closure costs the local economy, say, $150 ,000 a day in delayed trucking routes, wasted fuel, lost productivity, that number gets plugged directly into the scoring formula. That is the core mechanism right there. If Ames Kramer can prove their construction staging will shave, say, six months off the schedule
compared to a competitor, you multiply those 180 days by the $150 ,000 daily user cost. That's massive. It is. That represents tens of millions of dollars in economic savings for the states. So the scoring committee applies a credit for that time savings, effectively lowering the competitor's evaluation score or mathematically offsetting a higher hard dollar bid from AIMScreamer. That is fascinating. And they also heavily weigh marine traffic impacts. I mean, this bridge crosses navigable waters in a major industrial harbor. Right, there are ships going through there constantly. Exactly. So if a contractor engineers a way to build the main span piers while minimizing channel closures for cargo ships, they accumulate massive technical costs. points. So best value basically means the DOTs are purchasing a comprehensive
logistical solution. They're not just buying steel and concrete. Spot on. They are buying a solution. And buying a solution means shifting a tremendous amount of risk away from the state and onto the contractor. which connects directly to the delivery method chosen for the Blatnik Bridge, right? The design -build model. Yep, the design -build model is key here. Looking at this from a liability and insurance perspective, design -build changes the entire landscape. Because in a traditional design -bid -build scenario, the state holds the master blueprints. Right. If the contractor hits unforeseen bedrock in the harbor that wasn't on the state's engineering plans, everything just grinds to a halt. Complete standstill. The contractor submits a change order, the designer defends their plans, and the state
gets stuck, mediating a really costly delay. Yeah, and design -build eliminates that specific triangle of litigation. Well, Ames Kramer Joint Venture II holds a single contract. So the design risk and the construction execution risk are wrapped up under one roof. The engineering firm and the heavy civil contractor are essentially married to each other on the same team. So they can't point fingers at each other. Exactly. If they encounter that unexpected bedrock, they don't stop the project to sue the DOT for a flawed geotechnical report. They have to engineer a new foundation solution and adjust their driving schedule internally because they own both the design liability and the builder's risk. Wow. Yeah. The state has effectively paid a premium to transfer that day -to -day... problem solving
burden right onto the joint venture. OK, I see the efficiency in wrapping the professional liability and the execution risk together. But and let me challenge the structure the states have set up here for a second. Sure, go for it. If the whole selling point of design build is creating this streamlined single point of responsibility to shield the state from risk, doesn't hiring Parsons as a separate program manager just inject another layer of expensive bureaucracy? It sounds like it, right? Yeah. I mean, if Ames Kramer is handling the design and the build, why are taxpayers funding a massive owner's rep contract? It's a fair question. But shifting the risk doesn't mean the state can just walk away and wait for the ridden cutting. Fair point. When you hand over a $930 million check and complete design
control to a private entity, the state inherently loses day -to -day visibility. They need a highly technical advocate to verify they are actually getting the asset they paid for. The owner's rep... Parsons, in this case, is not just there to push paper. They are managing the daily friction of a mega project. That kind of friction. Well, consider the regulatory environment on the Blatnick Bridge. You have two completely different state agencies funding the project. Oh, right. Minnesota and Wisconsin? Exactly. MNDOT and WSDAR have completely different standard specifications for concrete mixes, different environmental regulations, and different political pressures. So someone has to act as the ultimate technical referee between the state the Coast Guard, and the contractor. Precisely. The program manager is the central
nervous system for the owners. Parsons has to review massive, complex pay applications every single month to ensure the physical progress actually matches the billing. That makes sense. They verify that the design builder's quality control program is actually catching rebar spacing errors before the concrete is poured. They manage the staggering interface of federal highway funding requirements, marine navigation permits, local stakeholder demands. It's huge. Yeah, I can see how relying on just a single design build contract could create a blind spot for the state. Exactly. The program manager is the insurance policy that keeps that blind spot from turning into a generational failure. So Parsons manages the risk during the execution phase. But MNDOT and WisDOT aggressively
manage their own risk up front during the selection phase, right? By choosing a joint venture with a highly specific track record. Absolutely. Track record is everything at this level. And according to Smart Business Automator's market intelligence report, their previous work on the Twin Ports interchange, was a massive factor in this election. Oh, without a doubt. Yeah, the Twin Ports Interchange, which is known locally as the can of worms. was a staggeringly complex infrastructure overhaul right there in Duluth. Right. And the logistical value of having a prime contractor who has already conquered the can of worms. I mean, you really cannot overstate it. It's that big of a deal. Huge. Executing heavy civil work in the Twin Ports region involves severe weather windows. You are dealing with Lake Superior wind constraints
for crane picks. brutal winter conditions for concrete curing, it's not an easy place to build. No, I can imagine. But Ames and Creamer have already proven they can manage those specific microclimate challenges. Furthermore, they've already established local labor relations and stabilized supply chains for aggregate, steel, and cement in that exact geography. Wow. Yeah, that is an immense de -risking factor for the scoring committee when they're analyzing a billion -dollar proposal. It makes total sense. And the scale of the financial risk, It kind of dictates how these teams are formed in the first place, doesn't it? I mean, at a billion dollars, the pool of qualified contractors shrinks to a handful of national players. It gets very small very fast. Which is where we see the joint venture mechanism take over. It's essentially like a
corporate merger with a built -in expiration date. That's a great way to put it. Two major companies combine their balance sheets, their equipment fleets, their specialized personnel to tackle a project, and then they basically dissolve that specific entity. when the bridge opens. But how do these joint ventures actually form behind the scenes? It largely comes down to bonding capacity. Very few individual heavy civil firms have the bonding capacity to take down a $930 million project alone. The surety market, you know, the companies providing the performance and payment bonds, they simply will not concentrate that much risk on a single contractor's balance sheet. Oh, I see. Because if a massive bridge project goes sideways due to a catastrophic engineering failure, it could bankrupt even a
top -tier national firm. Right, the numbers are just too big. Exactly. By forming a joint venture, Ames and Kramer spread that liability. They pool their financial ratios to satisfy the surety underwriters, which allows them to actually meet the state's massive bonding requirements. So it's a financial necessity to play at this level. Absolutely. But beyond just securing the bond, successfully navigating a local mega project like the can of worms, seems to basically give them an unbeatable home field advantage. It really does. I mean, the scoring matrix inherently rewards a team that already has a mobilized footprint. They aren't guessing on local labor productivity rates or material escalation in the Duluth market. They have hard data from a project they just finished a few miles away. Right. The competitive
advantage is profound. By successfully delivering the Twin Ports interchange, the personnel within the Ames -Kramer joint venture built really deep, trusting relationships with the exact same DOT engineers and inspectors who will be overseeing the Blatnik Bridge. Oh, that's a huge point. It is, because in a design -build environment where issues have to be resolved collaboratively in the field in real time, trust is a tangible asset. Definitely. When the DRT evaluators look at the risk profile of the proposals, a team with an active, successful footprint in the harbor is always going to score higher on schedule reliability than, say, an out -of -state firm trying to mobilize into Duluth for the first time. Right. So let's map out where you, the listener, fit into this ecosystem. Because a $930 million... Design -build
prime contract creates a massive gravitational pull for the rest of the industry. Oh, for sure. It pulls everyone in. Ames Kramer is the entity holding the ultimate liability, obviously. But they will cascade hundreds of millions of dollars down into the regional economy through subcontracts. From earthwork and foundation drilling to traffic control, electrical, paving, you name it. Exactly. It's like a Hollywood blockbuster. Ames Kramer is the lead actor whose name is on the poster, but they need hundreds of specialized cast and crew members to actually get the movie made. That's exactly how it works. So if a listener is sitting there looking at their backlog and wants to subcontract on the Blatnick Bridge, is this 60 -day finalization window their last chance to get their foot in the door, or should they have started building these relationships
a year ago? Well, the hard reality of design -build procurement is that the prime contractor builds their core team of major subcontractors during the proposal phase. Oh, really? Yeah, months or even years before the 60 -day window. Wow. To lock in a $930 million hard bid... Ames Creamer needed absolute price certainty from their heavy -hitting subs. You know, the massive steel erectors and the primary grading contractors. That makes sense. They need to know their costs. Exactly. They also had to commit a comprehensive plan to the DOTs, proving exactly how they will meet strict DBE -disadvantaged business enterprise participation goals. Right. So those major partnerships are already cemented. So the foundation of the team is locked. Mostly. But design -build is a progressive delivery method, right? The engineering
isn't actually 100 % complete on award day. No, not at all. So as the design packages advance from 30 % to 60 % to issued for construction over the next year or two, aren't new, highly specific scopes of work going to emerge? Yes. That rolling buyout process is where the mid -market and specialized subcontractors can find entry points. Okay, good. But infiltrating a billion -dollar project requires intense, proactive preparation. It's not easy. No. Is that entailed? Wow. brochure and expect to win a $15 million
bridge deck paving package. Right. You have to see the wave forming way out in the ocean before it breaks on the shore, which really brings us to the broader infrastructure pipeline. Because the Blatnick Bridge is a monumental project, but it is not an isolated event. Not at all. We are currently watching a massive influx of funding from the IIGA, the Infrastructure Investment and Jobs Act. This legislation is pushing generational wealth into public infrastructure, birthing complex megaprojects across the entire country. And honestly, tracking those IIGA funding cycles and understanding the rolling buyout phrases of these megaprojects is exactly what Smart Business Automator's Market Intelligence Report is designed to simplify for growing firms. It really is. Because you have to monitor the environmental impact statements
and the preliminary engineering phases years before the request for proposals even hits the street. Street. Years before. Yeah. Contractors need to use these current IIJA funding cycles to deliberately foster relationships with state DOTs and the major national prime contractors right now, you know, positioning themselves for projects that won't break ground until 2027 or 2028. It's all about looking at your strategic horizon. If you are a midsize contractor today, maybe executing 30 to $50 million projects. You should be analyzing the mechanics of the Ames Kramer partnership. Learn from them. Exactly. How do you build your own joint venture capacity? Who are the regional partners you can align with to pool bonding capacity so that in five years, you are the one bidding on the prime contract
for a $200 million IIJA project? And, you know, if we pull back and look at the macro trends driving these competitions, this raises a deeply provocative question for the future of the construction industry. Oh, yeah? What's that? Well, the IEJ funding cycles are continuing to push more and more of these massive billion -dollar design -build megaprojects into the market. True. State agencies love the risk transfer, but the sheer scale of the financial risk, the sophisticated engineering required, and the astronomical bonding capacity needed to compete at this level, It's creating an immense barrier to entry. A huge barrier. So are we going to see regional mid -sized contractors forced to merge into permanent mega joint ventures just to survive? Oh, wow. That's a profound thought. Yeah. I mean, we may
be looking at a fundamental... That would change everything. It would. We could be left with an industry polarized between just a few massive multinational conglomerates controlling the prime contracts at the top. And thousands of highly specialized, commoditized, niche subcontractors fighting for margins at the bottom. That is something to seriously mull over. Are the days of the independent midsize prime contractor numbered in the era of the government megaproject? It's definitely something to watch. We will definitely have to keep tracking the evolution of joint ventures as these IIJA funds continue to roll out. For
sure. But for now, please send this deep dive to any contractor you know who is interested in public infrastructure. design, build, procurement, or tapping into the IIJA subcontracting pipeline. They need to hear this. They do, because they need to understand the mechanics of how these billion -dollar blueprints actually turn into executed contracts. And be sure to follow the show on your favorite podcast app so you never miss a deep dive. And one final reminder, if you want to get ahead of the curve and track these opportunities before your competitors do, join the beta program over at smartbusinessautomator .com. Exactly. Smart. businessautomator .com. Thanks for exploring the deep end with us today and we'll catch you on the next one.
