TArticles tagged with: red team

How to review your proposal to move beyond ‘Acceptable’

At a minimum, proposals must be compliant and responsive.

This article was originally published on May 1, 2020 on WashingtonTechnology.com We all know that, at a minimum, proposals must be compliant and responsive. If a proposal meets this minimum bar, the evaluator is likely to award it an Acceptable rating. But what if, despite several rounds of color team reviews, the proposal barely meets this mark? A Mediocre Proposal We can assume that an Acceptable proposal will not win in a federal government competitive best value trade-off, unless other bidders also submit Acceptable proposals, and price is the determining factor. Under the Federal Acquisition Regulation (FAR), government evaluators must make an award based on benefits offered by the proposer. Those benefits may include features of the proposed offering with proven benefits, or a low price, or some combination of the two. Still, unless the win strategy is based on a low bid, the goal of our color team reviews … Continue reading How to review your proposal to move beyond ‘Acceptable’

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Avoid the Red Team II Monster by implementing efficiencies

There is nothing more I dread than a Red Team II or even Red Team III. It means the entire bid and proposal team didn’t produce a compliant, strong, and compelling proposal. In addition to inviting the concern of executive leadership and dragging down the morale of the entire bid team, Red Team IIs or IIIs also result in long days and weekends full of work. I try to avoid them at any cost. My best defense is a good offense. If I am lucky, I will join the effort before the solicitation is released so I can work with the Capture Manager or team to develop an information-collection plan, frame the solution, validate it with the customer, and optimize it. This is not often the case, because as a consultant, I usually arrive after the RFP is released. In my experience, what the team does the first week after … Continue reading Avoid the Red Team II Monster by implementing efficiencies

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