Federal Government evaluators do not read your proposal; they score it. Observed features with proven benefits that have merit beyond mere acceptability are scored as strengths. The bidder with the best and possibly the most strengths wins in a best value trade-off. Yet, when we conduct internal color team reviews, we tend to gather comments (many comments!) rather than scoring and rating the proposal. We try to resolve conflicts on comments rather than trying to improve Strengths and mitigate Weaknesses, Deficiencies and Risks from the customer perspective. I have written extensively on how to improve color team reviews using Lohfeld Consulting Group’s seven quality measures and Mock Source Selection Evaluation Board reviews using Government scoresheets. These are excellent ways to use our Subject Matter Experts to cost effectively score the proposal and give you honest feedback in the manner of a Government debrief. Another cost-effective strategy is training. Our Strength-Based … Continue reading Transform Color Team Reviews in 2020 with Training
Hindsight is 2020. You don’t want to look back at 2020 and regret missed opportunities. The new year brings a lot of uncertainties – but one thing IS certain. To win, you need to differentiate your company and your offers from the competition. The new fiscal and calendar year bring budget uncertainties, flat budgets due to cost cutting initiatives combined with modernization and emerging technologies, and perhaps even threat of recession. Opportunities to win new business and retain existing contracts may shrink due to these trends as well as category management and Smart Buying initiatives. Staying viable requires a carefully crafted discriminating value proposition in a crowded marketplace. To remain relevant in 2020 and beyond, prepare yourself and your employees. Harvard Business Review recently stated that “The future of learning is three ‘justs’: just enough, just-in-time, and just-for-me. It means that training is going to have to be just as … Continue reading Prepare for 2020 with Training!