Describing potential risks and proposed mitigations is an excellent way to show proposal evaluators you understand project complexities. In Part 1 of this blog post, I discussed six common pitfalls to demonstrating understanding and how to avoid them. An insightful risk approach identifies risks to successful project performance from the customer’s perspective, which requires that you know the customer. However, it also requires that you have experience. Based on your experience, you can describe risks you’ve encountered and how you mitigated them successfully. Here are five common pitfalls and five tips to a great risk mitigation approach that demonstrates your understanding of the customer and the contract. Pitfall #1: Your risks don’t matter Often bidders cut and paste risks from proposals for similar contracts. They give little thought to what really matters to this customer in terms of risks to successful schedule, budget, and quality performance. Tip #1: Identify risks … Continue reading Do you understand how to show you understand? (Part 2 of 2)
Amtower Off Center host Mark Amtower interviews proposal expert Bob Lohfeld on Bob’s new book: 10 Steps to Creating High-Scoring Proposals. Click to listen to Mark’s interview. Topics include: What is a high scoring proposal? What are the “strengths” a proposal should highlight? How are source selections made? What are the principles behind high-scoring proposals? What steps can companies take to get higher score? Hosted by nationally-known speaker and consultant Mark Amtower, Amtower Off-Center highlights the good, the bad, the ugly and the just plain silly of doing business in the government market. Every week experts join Mark for a lively discussion of current issues facing the government contractor community. Bob Lohfeld, CF APMP Fellow, serves as Chairman of Lohfeld Consulting Group. He has more than 30 years’ experience winning contracts in the government market and is recognized consistently for leadership in business development, capture management, and winning proposals development. … Continue reading 10 steps to high scoring proposals | Amtower Off-Center
Exciting, yet highly challenging things are happening in defense acquisition. Established by the 2016 National Defense Authorization Act (NDAA), the objective of the Section 809 Panel is to streamline and improve the efficiency and effectiveness of the defense acquisition process and to help our military maintain a technological advantage. The Section 809 Panel is supported by Defense Acquisition University (DAU) and National Defense University (NDU), and comprises 18 recognized experts in acquisition and procurement policy. Led by Panel Chair Deidre Lee, former Administrator for the Office of Federal Procurement Policy (OFPP), the committee includes current and former DoD acquisition personnel; industry leaders who bring perspectives from GSA, the Procurement Round Table, National Contract Management Association (NCMA), and small and large defense contactors; and experts in legal, policy, strategic, financial, and other aspects of procurement. The panel’s charter is to: Review DoD acquisition regulations with a view toward streamlining and improving … Continue reading Section 809 Panel—what’s it all about?
RFPs regularly ask bidders to demonstrate understanding. The understanding section(s) is challenging to write. Your understanding sets the stage for the solution you propose and its substantiated benefits. A mediocre understanding reduces customer confidence in your ability to perform the work. Here are six common pitfalls and how to avoid them. Pitfall #1: Weak words We understand. We recognize. We believe. These are common ways bidders try to demonstrate understanding. But using these crutch words does nothing to build customer confidence. In fact, these common phrases weaken your understanding section. Look at the example below. The ABC Team understands the complexities and challenges associated with the contract. This sentence says nothing. The proposal would be much more convincing if the bidder described the referenced complexities and challenges based on customer knowledge, industry research, lessons learned, and the like. An insightful description of the as-is environment sets the stage to present … Continue reading Do you understand how to show you understand? (Part 1 of 2)