TArticles tagged with: proposal review methodology

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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How to stop the endless cycle of color reviews? Ask Proposal Doctor

A vicious cycle that leaves everyone exhausted and demoralized

Dear Proposal Doctor, How can we stop the seemingly endless cycle of color reviews? My capture manager forces the pink and red reviews way too early in the schedule and then adds multiple review cycles that leave everyone exhausted and demoralized. After pink, we have the rose review. After the red review, we have the wine review, the magenta review, and so forth. The writers give up because they know that no matter what they do, they will be forced into another review cycle. The capture manager justifies the additional reviews by pointing to the poor quality of the proposal at any given point. It’s a vicious cycle that I cannot seem to break. What to do? –Colorblind Dear Colorblind, This question is so old that it is practically a point of proposal management theology. Let’s start with the basic principle that any piece of writing needs a review by … Continue reading How to stop the endless cycle of color reviews? Ask Proposal Doctor

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Win rates double with seven quality measures

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 6 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 the 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 … Continue reading Win rates double with seven quality measures

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