Category Results for Proposal Management

20 tips for conducting smooth client demos and oral presentations

Final preparation and follow-up checklist

Here are 20 tips for conducting smooth client demos and oral presentations. (The most important tip is to be well-prepared to deliver the presentation and respond to potential questions from the customer under pressure!) Checklist: Things to set up before the presentation Perform updates or upgrades on the computer well before the presentation to prevent untimely disruptions, and turn off automatic notifications from all programs. To mitigate hardware issues, have backup equipment available. For example, use one PC to deliver the presentation and the other to preclude an equipment failure, serve as a teleprompter or knowledge-base, and support back-channel communications. To mitigate delivery failure, download copies of the slides and script to your PC, print a hardcopy of the presentation and script, and designate a backup to take over in case of failure. Provide online presenters with a common slide background. The background should list their company name, name, title, … Continue reading 20 tips for conducting smooth client demos and oral presentations

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Tips for shredding RFPs quickly and accurately

Being able to shred RFPs and develop compliance matrices and outlines quickly is essential

Most companies want to minimize the time spent preparing Requests for Proposal (RFP) compliance matrices without skimping on accuracy. Typically, companies allow one to three days from the time they receive an RFP to the time the kickoff meeting occurs. Within that timeframe, proposal managers must also create kickoff slides, complete the proposal schedule, arrange team communications, prepare outlines and templates, and coordinate staff and logistics. So, being able to shred RFPs and develop compliance matrices and outlines quickly is essential. Consider these factors before selecting the most efficient path to shredding RFPs and developing compliance matrices and outlines. Is the RFP simple, or is it large and complex with multiple documents? Does the RFP follow a straightforward organization with defined sections for instructions, evaluation criteria, and a statement of work (SOW)? Does the RFP use key words such as will, shall, and must to identify requirements? Are the instructions, … Continue reading Tips for shredding RFPs quickly and accurately

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When to stop last-minute changes

Consider the type of change you are making and how it affects proposal timeliness and quality

One of a proposal team’s biggest frustrations is last-minute changes, which can introduce errors into written proposals or cause synchronization issues with oral proposal slides and scripts. Before making last-minute changes consider the type of change you are making and how it affects proposal timeliness and quality. Table 1 Column 1 lists welcome changes that can make a proposal more compelling or increase its score. Table 1 Column 2 lists unnecessary changes that may cause significant work, burn out team members, and not increase a proposal’s score. Table 1. Types of last-minute changes to consider If you routinely get a lot of last-minute changes: Provide leadership with a schedule and specify how last-minute changes affect delivery. Ask leadership to describe how unnecessary changes can improve the proposal’s score. Explain how the last-minute changes affect quality, timeliness, and team morale. By negotiating last-minute changes and picking your battles, you can gain … Continue reading When to stop last-minute changes

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Building confidence is key to winning State’s $8B EVOLVE contract

DoS is seeking best-in-class providers who offer “Innovation, Ideation, and Modernization” while improving cybersecurity.

Department of State issued the draft Evolve IT Services Indefinite Delivery, Indefinite Quantity solicitation in October and held virtual industry day October 25 with 1,100+ attendees representing 550 companies. This multi-award vehicle, successor to 23 expiring Bureau of Information Resource Management (IRM) contracts, includes five pools with a total ceiling of $8B: Pool 1: IT Management Services Pool 2: Network & Telecommunication Services Pool 3: Cloud & Data Center Services Pool 4: Application Development Services Pool 5: Customer & End User Support Services Only Pool 3 is a total small business set-aside. Pools 1, 2, 4, and 5 are full and open. DoS will make up to six awards per pool. For all five pools, DoS is seeking best-in-class providers who offer “Innovation, Ideation, and Modernization” while improving cybersecurity. Such initiatives always entail risk, and how the vendor manages or mitigates performance risk is the key to a successful win … Continue reading Building confidence is key to winning State’s $8B EVOLVE contract

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