I’ve noticed a trend with some companies to use section M of the government solicitation document as the basis for their proposal structure. While I understand the desire to make it easy for the evaluators to score your proposal, this could result in a non-compliant bid. Organize your bid or proposal according to the customer’s instructions. A compliant proposal meets the customer’s requirements and submittal instructions. U.S. federal bid requests issued under the Federal Acquisition Regulation (FAR) Part 15 must comply with detailed instructions on how the bid request and bid response are to be structured. Requirements for the structure of the proposal are provided in section L. Evaluation factors for the award are provided in section M. Evaluators often review proposals in two passes. The first pass is a compliance review to section L. This review may be performed by the CO and if the proposal is not rigorously compliant, … Continue reading L versus M – Where do I start?
Lohfeld Consulting Group’s Strength-Based Winning training helps you vet, solution, articulate and deliver a compelling proposal that speaks directly to what the customer values. Our students learn how to develop a discriminating value proposition that government evaluators will award top scores. Recent updates to our training content now help you stand out in a crowded marketplace even more effectively. New Federal government case study: Our standard class offering now includes five team activities based on one case study and solicitation. Students learn how to identify potential strengths and weaknesses, vet Strengths and mitigate weaknesses, solution to Strengths, articulate the solution in proposal writing, and conduct effective Strength-based color team reviews using Government scoresheets. We also offer the opportunity for tailoring content for on-site classes: give us a capture plan, RFP and corresponding proposal, and we will develop a tailored case study that reflects your typical business opportunities. Strength-based task order … Continue reading Strength-Based Winning: Training Refresh
Proposal professionals can expect to see an increase in “coding challenges” added to Request for Proposal (RFP) requirements. Government and industry are using coding challenges to either down-select Offerors as an entry or final review gate after they submit a proposal. Coding challenges are tests sent to evaluate the offeror’s ability to build a minimal viable product (MVP) or web-based app to respond to a set of requirements. Government and industry set the ground rules for the challenge by defining the: challenge questions and instructions time allowed to complete the challenge location of the challenge size of the team able to compete platform and software to be used If Government and industry do not create their own challenge, they may use one on sites like CoderByte or HackerRank. THREE CODING CHALLENGE EXAMPLES GSA Comet – The General Services Administration (GSA) CIO Modernization and Enterprise Transformation (COMET). COMET will require offerors … Continue reading Integrate coding challenges into your proposal strategy
The great proposal did not start out great. In the beginning, fifteen months prior to RFP release, there were the usual problems we faced when preparing for a recompete. Red flags included project start-up issues that resulted in mediocre CPARS ratings, difficult client relationships, competing stakeholder demands, customer turnover on the acquisition side, and no dedicated Capture Manager or Capture Plan. Since this recompete represented the company’s largest Federal contract, the CEO knew she had to take action. And that’s when the trajectory, which had been turning towards a possible proposal loss, started to reverse course. Capture Readiness Assessment The Capture Readiness Assessment included interviews and document review based on Lohfeld Consulting Group’s 12 Key Performance Indicators (KPIs). The resulting scorecard revealed an average score of 3.5 out of ten. This score is not unusual more than a year ahead of RFP release, and we assured the team that we … Continue reading The Great Proposal: A True Story