Features tell, and benefits sell. However, the solution features and benefits alone are insufficient. There is a third element in the winning equation: metrics. To win in the federal market, bidders need features, benefits, and proof points. When features with proven benefits exceed requirements and/or significantly reduce risk in a manner the customer values, the bidder earns a Strength or Significant Strength. Quite often, what prevents the bidder from achieving a Strength and ultimately winning is lack of metrics. A proposal without metrics falls flat Submitting a proposal without metrics is like trying to achieve results without any objectives. Similar to the old saying, what gets measured, gets done, in proposals, quantitative facts back up the merits of the solution. Too many bidders rely on vague statements, unsubstantiated bragging, and claims without merit. Question every feature with a proven benefit by asking: How so? So what? By how much? Within … Continue reading No metrics? No proposal win!