TArticles tagged with: data call

The art of the data call: 4 data calls you can issue today

In today’s blog post, Lisa Pafe follows up on her previous data call-related advice with insights on how to develop data calls during the capture phase of your business development activities… My previous blogs discussed what you can do pre-RFP to tie your data call to the win strategy and how to get proof points that POP. But, what are the elements of the data call and who should complete it? Below are specific examples of data elements that will help you create and issue data calls during the capture stage. Staffing data call (Points of contact (POCs): HR and Recruiting) Personnel details (clearances, education, certifications, domain areas) Recruiting statistics (average time to fill positions, number of recruiters, size of recruiting database, recruiting sources) Retention rate (company-wide and project-specific) Meatball charts (experience versus functional or technical requirements) Representative resumes Past performance data call (POCs: Project Managers, SMEs, Proposals, and Contracts) … Continue reading The art of the data call: 4 data calls you can issue today

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The art of the data call: proof points that POP

In today’s blog post, Lisa Pafe follows up on her 7 questions to ask before RFP release with insights on crafting effective data calls… In my previous blog, I discussed 7 questions to form the basis of the data call. But, how do you ensure that your proof points are any good? Here are some examples of typical bland proposal statements that beg the reader to ask for proof: We enjoy high levels of customer satisfaction. How high? We have low employee turnover. Compared to what? We offer relevant experience. In what? We have the personnel reach back to rapidly staff task orders. Prove it! By crafting an effective data call, you get proof points that POP as shown in the following examples. P: Persuasive We will meet or exceed performance expectations. In all 12 of our Past Performance Information Retrieval System (PPIRS) ratings for eight agencies over the past … Continue reading The art of the data call: proof points that POP

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The art of the data call: 7 questions to ask pre-RFP

In today’s blog post, Lisa Pafe provides advice on 7 questions to ask before RFP release… Over the past few months, I have served as a Color Team Reviewer on many proposals that, while compliant, had a glaring lack of proof points. When I debriefed the team, I told them that they had forgotten an important proposal task: the team-wide data call. Unfortunately, too many companies limit data calls to resumes, past performance, and a company bio of revenues and full time employees (FTE). But, a data call should go beyond compliance; it must form the basis of persuasion. Persuasion is what makes your proposal compelling. Data calls provide the grist for win themes, discriminators, features and benefits, call-out boxes, and action captions. At the most basic level, the data call is an information-gathering request, internal to your company and external to teaming partners, which specifies: Who: the point of … Continue reading The art of the data call: 7 questions to ask pre-RFP

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12 Ways to mitigate proposal kick-off planning risks

At the 2011 APMP International Conference, Lohfeld Consulting Group’s Managing Director Brenda Crist presented an informative session on mitigating proposal risks. Here are Brenda’s identified Proposal Kick-off Planning Risks and recommended Mitigation Strategies: Insufficient time to prepare for the Kick-off Meeting. Allow approximately 10% of proposal preparation time to conduct planning in preparation for the kick-off meeting. Ensure attendees receive the schedule and writers packages, draft executive summary, and communications/collaboration instructions. Little or no advance warning of the Kick-off Meeting resulting in limited participation. Before RFP release, identify as many kick-off meeting participants as possible. Keep them informed of the potential kick-off date. Send an email requesting their attendance at the kick-off meeting immediately after RFP release. Right participants are not invited. Consider holding a second meeting for participants who were unable to attend. Attendees are not prepared to participate. Provide just-in-time training to get them up-to-speed during the meeting. … Continue reading 12 Ways to mitigate proposal kick-off planning risks

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