Calling out your benefits, strengths, and discriminators helps the customer recognize them and can help raise your proposal score. You can call out benefits, strengths, and discriminators using icons, graphics, tables, words, and phrases. Consider using any of the following 50 words or phrases to call attention to the benefits, strengths, and discriminators in your proposal. Words Advantage Benefit Differentiator Discriminator Eclipse Exceed (requirements, service levels, acceptable quality levels) Excel Exclusive Go beyond Greater than High (confidence, marks, recruitment, retention, value) Low (risk, cost) Master More than Only Outclass (outdo, outshine, outstrip, outweigh) Over Pass Significant Singular Strength Surpass Top Transcend Unique Phrases Before using one of these phrases, connect it to a user requirement, quantify or qualify the phrase, and follow it with a proof point from your experience. A benefit of our approach is [fill in the blank] A differentiator of our approach is [fill in the blank] … Continue reading 50 Words and phrases that call attention to your benefits, strengths, and discriminators
Building confidence in your solution and casting doubt on a competitor’s solution is one of the best ways to influence a customer to select your solution. In the proposal industry, we call that method ghosting the competition. The next time you want to ghost a competitor consider using one of the following 50 words and phrases. Words Deficiency Disbelief Doubt Dubious Flag Lack of faith Lack of confidence Low confidence Low recruitment Low retention Low value High risk Misgivings Misguided Mitigation Qualms Question Query Reservation Skeptical Suspicion Unbelievable Uncertainty Waver Weakness Phrases All things considered, you might [fill in the blank] Based on industry data, that approach has potential weaknesses because [fill in the blank] Beyond a shadow of a doubt, [fill in the blank] Having faith in that approach might be mistaken, because [fill in the blank] High-risk solutions include [fill in the blank], because [fill in the blank] … Continue reading 50 Words and phrases to ghost competitors
Federal Acquisition Regulation (FAR) 37.602 gives the Federal Government the freedom to decide if the acquiring agency or the bidder prepares the Performance Work Statement (PWS). When the offeror prepares and submits the PWS as part of its technical proposal, often the evaluation criteria give the Source Selection Evaluation Board (SSEB) quite a bit of leeway in evaluating the work statement. The PWS evaluation factor may use subjective words such as “exceptional understanding” and “a comprehensive and effective PWS.” What does this really mean? In a best value trade-off, government evaluators review the PWS for Strengths, Weaknesses, Deficiencies, and Risks to determine the overall score or rating. When the RFP requests that the bidder write the PWS in response to a Statement of Objectives (SOO), bidders must use these performance objectives to craft the tasks, subtasks, deliverables or work products, and performance standards. How to achieve Strengths Strengths have merit … Continue reading How does the government evaluate a proposal PWS?
Have you noticed in recent DOD procurements that their standard definition of a “Strength” has changed, however slightly? I first noticed it when an active major RFP amended its Section M definition as part of an amendment. The change summary said that the government was adding the words “has merit or” to the definition. In context: Strength is an aspect of an Offeror’s proposal that has merit or exceeds specified performance or capability requirements in a way that will be advantageous to the Government during contract performance. Our client was thrilled! The client is an industry leader in a highly regulated industry, and the government’s requirements read like a best practices list for the industry. It had been difficult figuring out how our solution exceeded the requirements in a way that would be advantageous to the government in contract performance. As we began to consider what this meant to our … Continue reading Meritorious Strengths