TArticles tagged with: Lisa Pafe

APMP Chesapeake Chapter Webinar: When the bidder writes the PWS | November 3, 2021

DATE: November 3, 2021 TIME: 12:00 – 1:00 pm LOCATION: Online CLICK HERE TO REGISTER The Federal Acquisition Regulation (FAR) allows either the government or the bidder to prepare the performance work statement (PWS) or Statement of Work (SOW). If the government issues the PWS/SOW as part of the solicitation, then bidders must respond to the requirements by presenting the features, benefits, and proofs of their proposed solution and highlighting strengths. But what happens when the Government asks you, the bidder, to create the PWS or SOW? This webinar explores why the Government asks bidders to write the work statement and how to be compliant and responsive to this request. Attendees will also learn tips for making your PWS or SOW compelling in order to score highly and win the bid. Presenter:  Lisa Pafe, CPP APMP Fellow and PMP Lisa Pafe, CPP APMP Fellow and PMP, is Vice President of … Continue reading APMP Chesapeake Chapter Webinar: When the bidder writes the PWS | November 3, 2021

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Six tips for better content reuse

Determine whether it contributes to increased proposal wins both in percentage and in volume

Proposal content reuse at its best improves productivity and make the most of your bid and proposal (B&P) resources. Every company reuses proposal content, whether they have a formal content reuse strategy with tools, technology, and dedicated writers or individuals who reuse their own latest and greatest nuggets independently—or they are somewhere in between. As with any aspect of the proposal life cycle, successful bidders must plan, measure results, and continuously improve. Yet, all too often, companies fail to examine whether their formal and/or informal reuse processes result in content that gets the job done. The best way to measure if content reuse works is to determine whether it contributes to increased proposal wins both in percentage and in volume. Even if content reuse saves time, it doesn’t necessarily increase PWin. Content is an expression of your company Content articulates what your company is, what it does or has done, … Continue reading Six tips for better content reuse

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Help evaluators see ghosts

Ghosting must begin during capture well before RFP drop and include customer and competitor analysis.

Proposal best practices tell us to ghost the competition. Ghosting in the world of proposals means to emphasize competitor weaknesses and downplay their Strengths without naming them. According to APMP, “The goal is to provide the customer with information that supports the view that your solution is superior and to cast doubt on the viability of competitors’ approaches.” In the real world, effective ghosting is extremely difficult. Without deep customer and competitor knowledge, identifying ghosts and making them apparent to evaluators is practically impossible. Ghosting, therefore, must begin during capture well before RFP drop and include customer and competitor analysis. Otherwise, articulating potential but unvetted ghosts in the proposal narrative is simply not going to work. Compare and contrast Let’s assume that a bidder has access to the customer(s) and learns pain points that are creating risks and challenges for the work. Let’s also assume the bidder identifies and researches … Continue reading Help evaluators see ghosts

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Here’s what you need to know when the customer asks you to write the work statement

Understand why the government takes this approach

This article was originally published July 6, 2021 on WashingtonTechnology.com Proposal professionals are accustomed to responding to the federal government’s requirements as detailed in the performance work statement (PWS) included in the RFP. According to the Code of Federal Regulations (CFR) Title 48 Subpart 37.101, the PWS is the preferred performance-based acquisition (PBA) approach because the focus is on “structuring all aspects of an acquisition around the purpose of the work to be performed as opposed to either the manner by which the work is to be performed or broad and imprecise statements of work.” The Federal Acquisition Regulation (FAR) 37.602 allows either the government or the bidder to prepare the PWS. If the government issues the PWS as part of the solicitation, then bidders must respond to the requirements by presenting the features, benefits, and proofs of their proposed solution and highlighting strengths. In contrast, highlighting a discriminating value proposition may seem challenging … Continue reading Here’s what you need to know when the customer asks you to write the work statement

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