TArticles tagged with: lessons learned

Don’t make these mistakes – 12 vital proposal lessons

Those who cannot remember the past are condemned to repeat it. (George Santayana) Over the past 25 years spent managing and submitting thousands of proposals and task order responses, I’ve developed a long list of lessons learned. Of course, I have many proposal section-specific lessons learned that I’ll share in upcoming Lohfeld Insights posts, but here are some of my favorite overall lessons learned: Address solicitation requirements in the required order and substantiate every response. This makes it easier for evaluators to score your proposal. (Include RFP section numbers in your section headings so evaluators can easily cross reference to the RFP.) Evaluators love how compliance matrices save time and demonstrate your thorough response. Always include a compliance matrix – even if it masquerades as the table of contents. Follow solicitation instructions and evaluation criteria to make your response easier to score – help the comic book reviewers/scorers who just … Continue reading Don’t make these mistakes – 12 vital proposal lessons

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8 Ways to mitigate proposal post-production and lessons-learned 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 Post-production and Lessons-learned Risks and recommended Mitigation Strategies: Copies of the proposal not securely filed in a final production area, and proposal manager inadvertently uses wrong version to respond to post-production questions or clarifications. Copy the final files into a secure folder or area on the server and lock access to the proposal to a limited few. Instructions for responding to questions or clarifications not followed. Compliance check your responses to customer questions or clarifications. During negotiations, customer asks for benefits or concessions your company is unable to provide. Require company executives to determine if they will comply with the customer’s requests and how the requests affect the technical and business solutions. Lessons-learned session not held after proposal submission and after receiving customer debrief. … Continue reading 8 Ways to mitigate proposal post-production and lessons-learned risks

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