There is a saying that either your past performance is an “A or an F” because your competition only provides grade A past performance. In a close competition your past performance could be the difference between a win and second place. Help customers recognize your outstanding performance by providing metrics, proof points, and facts that are critical to earning the top grade. Consider using any of the following 50 words or phrases to call attention to your exceptional performance. Words Ability Accomplish Achieve Additional Advance Award Best Capability Capacity Certified Competence Decrease Earn Enhance Exceed Excel Experience Expertise Gain Groundbreaking Improved Increase Innovate Led Measure Metric Modernize More than Qualifications Reach back Realize Reduce Retain Skill Transform Phrases (Before using one of the words listed above, qualify your statement with a proof point from your experience related to a customer requirement, as demonstrated below.) Customer ABC reduced their Cloud costs … Continue reading 50 Words and Phrases that Support Past Performance Development
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!