TArticles tagged with: proposal solution

Industry experts’ proposal war stories and lessons learned – Part 2 of 4

We’ve all heard, “The definition of insanity is doing the same thing over and over again and expecting different results.” (–Albert Einstein) Has this quote applied to any capture or proposal efforts you’ve supported? I’ve heard war stories and observed some first-hand over the past 25 years that make me wonder how some capture and proposal folks simply haven’t learned from their own and others’ mistakes and broken the constant cycle of self-sabotage. I asked a number of my colleagues to share some of their favorite war stories – and tell us what they learned from their experiences. Here is part 2 of my 4-part series on capture and proposal war stories. There have been many wars, death marches, battles, and skirmishes through the years. When I think back, most of the war stories stem from not using a defined proposal process, and as the process matures and even small … Continue reading Industry experts’ proposal war stories and lessons learned – Part 2 of 4

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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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2-Step process for finalizing your proposal solution

If you can’t explain it simply, you don’t understand it well enough. –Albert Einstein During the Pursuit Phase, your Capture Team should have developed a solution that addresses your client’s needs and provides a clear basis for award. The Capture Team continually refined and tested this solution with the client during the Pre-proposal Preparation Phase all the way up to final RFP release. With significant effort directed at the solution during these phases, it is important to spend time immediately after final RFP release and before conducting the kick-off meeting to review the proposed solution against the final RFP contents, make any necessary adjustments to finalize your solution, and ensure that your team is ready to start final proposal development. Review the requirements in the final RFP to determine if the implementation plan, price strategies, teaming relationships, technical feasibility, and cost competitiveness you developed during the Pre-proposal Preparation Phase address … Continue reading 2-Step process for finalizing your proposal solution

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10 Ways to mitigate pursuit phase 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 Pursuit Phase Risks and recommended Mitigation Strategies: Is the bid a strategic fit for your company? If no, consider not bidding. Do you understand the customer’s requirements? Use the time during the pursuit phase to learn more about the customer’s requirements. Do you know who constitutes your competition? Use this time to learn more about the competition through open-source documents, employees, partners, vendors, and hired consultants. Do you have advocacy with the customer? Use this time to introduce your solution to the customer and demonstrate how it will benefit operations. If you are the incumbent, demonstrate how you add value to the customer’s current and near-term operations. Make recommendations for improving long-term operations during the course of the contract. Does the bid meet your company’s … Continue reading 10 Ways to mitigate pursuit phase risks

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