Have you noticed in recent DOD procurements that their standard definition of a “Strength” has changed, however slightly? I first noticed it when an active major RFP amended its Section M definition as part of an amendment. The change summary said that the government was adding the words “has merit or” to the definition. In context: Strength is an aspect of an Offeror’s proposal that has merit or exceeds specified performance or capability requirements in a way that will be advantageous to the government during contract performance. Our client was thrilled! The client is an industry leader in a highly regulated industry, and the government’s requirements read like a best practices list for the industry. It had been difficult figuring out how our solution exceeded requirements in a way that would be advantageous to the government in contract performance. As we began to consider what this meant to our solution, … Continue reading Meritorious Strength
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!
Proposal professionals often give little thought to resumes beyond compliance. Yet, resumes can highlight and prove discriminating Strengths.
Learn how to polish resumes, turn your personnel into the heroes of your proposal stories, and create persuasive evidence of your solution Strengths.
Nothing is more frustrating than a string of losing proposals. It demoralizes the bid and proposal (B&P) team, wastes B&P funds, and results in operations personnel losing their jobs. Despite observing some impressive losing streaks, Lohfeld Consulting Group has seen many companies turn losing streaks around. We consolidated some of our observations into the following 10 tips to help you turn around (or avoid!) a losing streak. Tip #1: Reflect Conduct lessons-learned reviews to evaluate your proposals’ strengths, weaknesses, and costs. Analyze the customers’ debriefs to assess your scores against all evaluated criteria. Contract with an unbiased third-party to assess your proposals and recommend improvements. Tip #2: Formulate your game plan Create a step-by-step plan and schedule for converting your lessons learned into actionable tasks. Implement milestone reviews and metrics to measure and assess your progress. Tip #3: Re-evaluate your pipeline Evaluate your business pipeline to verify you are bidding … Continue reading Turn that losing streak around now (or avoid a losing streak in the first place!)