TArticles tagged with: government evaluator

How to review your proposal to move beyond ‘Acceptable’

At a minimum, proposals must be compliant and responsive.

This article was originally published on May 1, 2020 on WashingtonTechnology.com We all know that, at a minimum, proposals must be compliant and responsive. If a proposal meets this minimum bar, the evaluator is likely to award it an Acceptable rating. But what if, despite several rounds of color team reviews, the proposal barely meets this mark? A Mediocre Proposal We can assume that an Acceptable proposal will not win in a federal government competitive best value trade-off, unless other bidders also submit Acceptable proposals, and price is the determining factor. Under the Federal Acquisition Regulation (FAR), government evaluators must make an award based on benefits offered by the proposer. Those benefits may include features of the proposed offering with proven benefits, or a low price, or some combination of the two. Still, unless the win strategy is based on a low bid, the goal of our color team reviews … Continue reading How to review your proposal to move beyond ‘Acceptable’

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Win rates double with seven quality measures – updated

Lohfeld Consulting Group Research Report

Lohfeld Consulting Group’s seven quality measures more than double proposal win rates. This is a bold statement, but we proved it by applying our proposal review methodology on 23 bids for six customers. Using our quality measures as the basis for color team review and recovery, we helped government contractors achieve positive results that they can now adopt to compete more effectively in a highly competitive marketplace. The problem Color team reviews have a major bearing on proposal quality. An effective review means the difference between a merely Acceptable proposal and an Outstanding bid that results in a win. However, proposal reviews are quite often disorganized and highly ineffective. Reviewers pay little attention to factors that matter most to evaluators and instead provide qualitative feedback that the proposal team finds difficult to implement during the recovery stage. Because the review process lacks a structured framework, proposal recovery is equally disorganized. … Continue reading Win rates double with seven quality measures – updated

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