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Articles tagged with: RFP

Ask Proposal Doctor – Creating balance between “required” and “desired”?

Wendy Frieman

Dear Proposal Doctor,

Senior executives in my organization are constantly inserting material into the proposal that is not called for in the RFP and spending time on proposal components that don’t get separately evaluated.

The executive summary eats up hours of everyone’s time, and even if it is sometimes required, it is almost never evaluated. Likewise, the graphics are time-consuming and expensive to conceptualize, render, revise, and review. Over and over again. Every major section has an introduction that is not required.

We are adding so much…

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How to avoid a contract protest

Bob LohfeldThis article was originally published March 22, 2012 in

By Bob Lohfeld

Are protests destined to become just one more milestone in the federal procurement process? Recent evidence might suggest so. Notably, the protested award to Lockheed Martin for the U.S. Antarctic Research program in the South Pole and the Hawker Beechcraft protest of the award of the new light attack aircraft trainer are recent examples.

In addition, market experts predict that as defense budgets decline, companies fighting over fewer dollars will launch more protests when losing procurements that…

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Ask the Right Questions to Understand Customer Objectives

This article was originally published April 5, 2010 in

Did you know the leading indicator for predicting whether you will be successful in a government bid is how well you understand the customer’s requirements and objectives?

As a capture team leader, one of your first jobs is to understand and document your customer’s requirements and objectives. Requirements are the activities a company must do when it performs the contract. They include technical and management tasks described in the scope of work, generally found in Section C of a federal government request for proposals. But they can also…

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