TArticles tagged with: compliance

Lessons Learned in Strength-Based Winning® from GAO’s Protest Docket

The best sources to learn about how the government grades best value competitions

One of the best sources to learn about how the government grades best value competitions is the General Accountability Office (GAO) Protest Docket. The Docket explains the proposal requirements, how the government graded the proposal, and provides their justification for the score. The five cases presented below from GAO’s November Protest Docket provide lessons we can use to improve proposals. We deleted references to the solicitation name, protester, and winners(s) to focus on key messages from GAO’s findings. Agency: Defense Mission Agency (MDA) The Score: The protester’s proposal had 4 strengths, 2 weaknesses, 5 significant weaknesses, and 3 deficiencies. According to the government, the proposal did not demonstrate technical knowledge in multiple areas that are important to the MDA mission. The Issue: With 3 deficiencies the government stated that the proposal was “unawardable” due to the unacceptable rating under a key mission capability factor. The Source Selection Authority (SSA) found … Continue reading Lessons Learned in Strength-Based Winning® from GAO’s Protest Docket

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Use a wall of truth to standardize your writing and save time

Reduce compliance, requirements, and legal issues

Do you want to improve the quality and consistency of a proposal? If so, consider adopting a “Wall of Truth” document. A Wall of Truth spells out a standard set of rules for brand and word usage, grammar, spelling, and document formatting. If everyone is trained in the use of the Wall of Truth rules, you can reduce compliance, requirements, and legal issues; decrease production costs, and improve consistency. Proposal managers must update the Wall of Truth to reflect each new RFP’s instructions and terminology. If proposals managers place it in the draft proposal and limit it to 1-2 pages in length, they can facilitate its usage by writers and editors. Get your Wall of Truth started using the following sample. By Brenda Crist, Vice President at Lohfeld Consulting Group, MPA, CPP APMP Fellow Lohfeld Consulting Group has proven results specializing in helping companies create winning captures and proposals. As the … Continue reading Use a wall of truth to standardize your writing and save time

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[Webinar replay available] Your proposal is not a story (and 10 tips for telling effective proposal stories!) | Lohfeld Business Winning Webinar

Click to watch webinar replay and download presentation Learn why you should approach your proposal from multiple entry points, rather than writing and reviewing it like a novel. Understand how to take advantage of corporate and employee stories to reinforce your value proposition. You’ll gain insight into how evaluators score and rate your proposal, why stories improve your score, and how to create stories that substantiate the discriminating Strengths of your solution. Lisa Pafe will provide 10 proposal story tips that you can put to use immediately to craft winning proposal narratives.  Who should attend: Anyone involved in solutioning, writing, and reviewing proposals should watch this webinar replay. Click to watch webinar replay and download presentation Presenter: Lisa Pafe, Vice President, Lohfeld Consulting Group Lisa Pafe, CPP APMP Fellow and PMP, is Vice President of Lohfeld Consulting Group, a premier business development, capture, and proposal consulting firm that helps companies win … Continue reading [Webinar replay available] Your proposal is not a story (and 10 tips for telling effective proposal stories!) | Lohfeld Business Winning Webinar

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Your proposal is not a story

The typical evaluator is not looking to read every page.

Many proposal practitioners think that a proposal is a story, with a beginning, a middle and an end. They assume that the Government evaluator will read the proposal like a novel, from the Executive Summary through the Appendices. Many proposal professionals think that they should avoid repeating important information because that may create redundancy. In addition, to save page real estate, proposal writers often extensively cross reference other proposal sections instead of writing fully to the requirements. Evaluators Search the Proposal When we write a proposal like a story, we overlook how Government evaluators actually review and score our proposals. Government evaluators use a scoresheet based on the evaluation factors to check the proposal for compliance and to identify Strengths, Weaknesses, Deficiencies and Risks to justify a final score or rating. To achieve a better than “Acceptable” rating, a proposal must be rich in discriminating Strengths that outbalance any Weaknesses … Continue reading Your proposal is not a story

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