TArticles tagged with: bid and proposal

Staffing Rationale

How the number, type, and mix of personnel you propose offers the best value to the customer

How many staff members does it take to turn a widget running at 1,000 miles an hour? A staffing rationale explains how the number, type, and mix of personnel you propose offers the best value to the customer. A convincing staffing rationale improves your proposal score and mitigates the risk that the customer will find a weakness in your staffing approach or the basis of estimate (BOE) used to develop the price. A good staffing rationale can improve your proposal score by explaining how the number, type, and mix of personnel you propose increases productivity, decreases operations costs, eliminates skill gaps, supports work surges, and improves the customer experience using quantitative and/or qualitative data to support the estimate. To explain how many widget turners you need, you can use several complementary estimation methods: Historic data points. Using historic data, you draw analogies between the work you have completed and the … Continue reading Staffing Rationale

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12 Tips to get the most out of your B&P dollars

Through careful planning there are measures you can take to stretch your B&P dollars

Every time I go shopping, I try to stretch my dollars to get the best possible products for the most favorable prices. Consider using your Bid and Proposal (B&P) funds in the same way. Spend just enough money to create a winning proposal and use the leftover cash to fund new bids, improve your B&P infrastructure or enhance your team’s skills. However, maximizing your B&P is difficult due to unknown variables. Changes in the customer’s priorities and budget, moving Request Proposal (RFP) release dates, unforeseen RFP amendments, and internal workforce constraints can easily derail a B&P budget. However, through careful planning there are measures you can take to stretch your B&P dollars, including the 12 tips listed below. Identify the amount your company can comfortably spend on B&P, without impacting its competitive edge or profitability. Create mock customer score cards and debrief statements to help identify the level of effort … Continue reading 12 Tips to get the most out of your B&P dollars

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