There are anywhere from four to 16 different personality types depending on your Google search results. In the context of proposal color team reviews, proposal managers and review team leads have probably encountered quite a medley of non-constructive participants who seem to do everything in their power to impede progress. Adding to this problem is the increase in virtual review meetings. When reviewers are not physically present, they often exhibit different (ruder) personality types than they would in person. Here are six personality types that I’ve witnessed and six tips for how to deal with them. 1. The Dominator This reviewer takes over the meeting; straying off the planned agenda and timeline; voicing their opinions and recommendations first, foremost, loudest; and often interrupting others. They may even stray off topic, going off on tangents that serve no purpose. If the Dominator is the proposal manager’s direct or indirect boss, it … Continue reading Are personalities ruling your color team reviews?
Date/time: March 22, 2018 at 2:40 pm Location: Cobb Energy Performance Arts Center (CEPAC), Atlanta Proposal best practices dictate that we hold color team reviews — Blue, Pink, Red, and Gold — practically the entire rainbow. Yet, often our proposal reviews prevent us from successfully reaching the finish line for three primary reasons. First, typical review teams are bloated with unprepared, un-briefed, unqualified, and/or uninterested reviewers. Second, our proposal reviews place incorrect focus on the likes and dislikes of the reviewers rather than on how customer proposal evaluators will score and rank proposals. Third, we rarely give reviewers enough time to perform their assignments effectively. This presentation will present and solve these problems, with ample audience polling and discussion. Click to learn more Lisa Pafe, Vice President at Lohfeld Consulting Group, CPP APMP Fellow and PMP, has 25+ years’ capture and proposal experience. She served as President of the APMP-National Capital … Continue reading Are your proposal reviews derailing the win? APMP SPAC 2018 Presentation | Lisa Pafe
It’s Thursday. Time for another proposal color team review. The Proposal Manager is faced with one of these all-too-familiar scenarios. Scenario 1: Reviewers call the baby ugly The color team reviewers conclude that the proposal stinks. They don’t really know why, but they don’t like it. They offer recommendations, some of which are actionable, some of which are compliant, but none of which improve the proposal quality. Some of the reviewers never read the RFP thoroughly, so their comments must be taken with a grain of salt. Scenario 2: Reviewers suggest improving the win themes The review team couldn’t find any win themes. They recommend that the proposal team goes back to the drawing board and come up with features, benefits and proofs. However, since the capture team never briefed reviewers on Voice of the Customer, they provide no counsel on which of these win themes would resonate with reviewers. … Continue reading Are your proposal review teams derailing the win?
Do proposal managers and contracting officers (COs) have anything in common? Most likely, what we have in common is that we are on each other’s list of pet peeves. Or, one could argue, proposal managers think about the CO much more often than the CO thinks about us! As in, “When will the CO answer the questions? Will the CO extend the due date?” In addition, very rarely, if ever, are proposal managers and COs in the same room. Usually, the capture manager, program manager, and/or business development (BD) professional handles one-on-one meetings with the CO, so proposal managers and COs rarely if ever come face to face. If we ever meet, it is usually in a public setting such as an industry day. Last month, I had the opportunity to participate in a National Contract Management Association (NCMA) Government Contract Management Symposium (GCMS) breakout session—Talking to the Other Side: … Continue reading Can proposal managers and contracting officers find common ground?