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
When the National Oceanic and Atmospheric Administration issued the final RFP for the ProTech 2.0 Satellite Domain on Dec. 2, the agency may have ruined the holidays for the small business contractors (under 1,250 employees) planning to bid. Phase One responses are due on Jan. 6, 2022. This multi-award IDIQ vehicle with an $8 billion ceiling across all domains, is the successor to the original ProTech. This is the first RFP released for the four domains: Satellite, Fisheries, Oceans, and Weather. The majority of Satellite Domain Task Orders for ProTech 1.0 are between $1 million and $10 million. NOAA will issue between 10-25 awards for the new IDIQ. But what’s really new is the focus on innovation. As NOAA previewed in their May 2021 update, they plan to speed acquisition time for all domains by using one or more procurement innovations: Advisory Down-Select Oral Presentations Confidence Ratings On-the-Spot Consensus Evaluation Streamlined … Continue reading NOAA’s $8B ProTech 2.0 solicitation brings the latest in streamlined acquisition
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
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?