TArticles tagged with: govcon

The root causes and solutions to “100 words that kill your proposal”

Bob Lohfeld published an article in Washington Technology several years ago called 100 words that kill your proposal. He explained, “Inexperienced proposal writers seem to use words that should be avoided when writing proposals. These inappropriate words and phrases can weaken a proposal, annoy evaluators, and even undermine the bidder’s credibility.” I have found both inexperienced and experienced writers can fall into this trap, and I continue to see phrases such as “we understand” or “leverage our experience” in proposals. The following list provides examples of some of the 100 words that kill proposals, the potential root causes of their use, and solutions for avoiding them. Boastful words Examples: best-in-class, best-of-breed, world class Root cause: Inability to distinguish your product or solution in comparison to the competition Solution: Determine how your solution distinguishes you from the competition by conducting due diligence. Describe how your solution will precisely benefit the customer … Continue reading The root causes and solutions to “100 words that kill your proposal”

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SeaPort-NxG: Major changes ahead require a revamped win strategy

SeaPort-e is a Multiple Award Contract (MAC) that contractors either love or hate. For most of the 3,196 award holders, the Navy’s flagship vehicle has generated little if any revenues. For the select few, such as Booz Allen Hamilton, SAIC, CSRA, BAE, and General Dynamics, the $51 billon engineering professional services vehicle has been a reliable revenue generator. Less than 20% of prime contractors have received any awards (this is true for both the large and small business tracks). Some contractors reoriented their focus to General Services Administration (GSA) One Acquisition Solution for Integrated Services (OASIS) and/or other MACs, having had little success in cracking the code that makes Seaport-e opportunity development successful. However, the Navy determined that overlap between the two vehicles was not extensive enough to warrant elimination of Seaport. Interestingly, 23% of large businesses and 5% of small businesses that won SeaPort task orders (TOs) also hold … Continue reading SeaPort-NxG: Major changes ahead require a revamped win strategy

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Alliant 2 and other billion-dollar contracts worth watching this fall

FY17/FY18 opportunities interview with Jason Miller, Federal News Radio

Last week, Lisa Pafe and Beth Wingate sat down with Federal News Radio’s Jason Miller to discuss the latest updates on Alliant 2 (GSA requested bidders extend their offers through Dec. 31) and bids we’re tracking for FY17/FY18. Lisa shared that GSA reached out to some contractors for related clarifications and additional documents. “What that means is hard to say for sure. Does it mean these vendors passed the first test and GSA is now asking for additional documents? Other than that, everyone is just waiting for the awards. Since GSA is going to rank offers based on self-scoring, I think it’s taking a little longer for them to do the verifications.” “Alliant is a well-liked contract, and many companies have been able to grow their businesses by winning major task orders. I think the biggest concerns with Alliant 2 will be for the mid-tier vendors, who were successful on … Continue reading Alliant 2 and other billion-dollar contracts worth watching this fall

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Presentation available | Proposal writing and the eight-second attention span

APMP Carolinas and Georgia Chapters Joint Webinar Replay

In this presentation, Lisa Pafe reprises her highly rated SPAC 2017 presentation and shares how to modernize your proposal writing (relevant for all proposal managers and writers). Click to download slides (presentation recording link coming soon!) A 2015 Microsoft study found that digital distractions have resulted in the average person having an 8-second attention span, less than a goldfish! A 2016 Harvard Business Review article stated that bad writing is the biggest productivity buster. Yet, we still write proposals the old-fashioned way, as if our evaluators have unlimited time and focus. This presentation discusses how to modernize our proposal writing to win in the digital age, using persuasive, attention-grabbing techniques such as calls to action, exceeding expectations, and clearly relevant writing. Your speaker: Lisa Pafe, Vice President, CPP APMP Fellow and PMI PMP, has 25+ years of capture and proposal experience. She is President of the APMP-NCA Chapter and was … Continue reading Presentation available | Proposal writing and the eight-second attention span

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