Dear Proposal Doctor, Senior executives in my organization are constantly inserting material into the proposal that is not called for in the RFP and spending time on proposal components that don’t get separately evaluated. The executive summary eats up hours of everyone’s time, and even if it is sometimes required, it is almost never evaluated. Likewise, the graphics are time-consuming and expensive to conceptualize, render, revise, and review. Over and over again. Every major section has an introduction that is not required. We are adding so much to an already difficult workload, and the required sections that do get scored are going to suffer. How can I scale this back before it kills us all? -Drowning Dear Drowning, You didn’t indicate what kind of RFPs you are responding to, but I can make an educated guess that they are Federal Government RFPs. The reason that people want to add sections … Continue reading Ask Proposal Doctor – Creating balance between "required" and "desired"?
“He that will not apply new remedies, must expect new evils: for Time is the greatest innovator: and if Time, of course, alter things to the worse, and wisdom and counsel shall not alter them to the better, what shall be the end?” –Francis Bacon In everything we do in business, we constantly work to make our products, processes, and procedures faster, more efficient, easier, cheaper, or more reliable to gain increased market share. I asked a number of capture and proposal experts to share their responses to the question, “If you could change one thing about the business development, capture, or proposal life cycle or process, what would that be?” Here are their responses – some achievable today, others worthy goals requiring increased cooperation between contractors and government/customers. I would change the way RFPs are built. I would ask that the government put the same rigor in their process … Continue reading 6 more changes experts would make to the BD, capture, and proposal process
A compliance matrix can serve multiple purposes. It’s an internal document that keeps your entire proposal team on the same page regarding compliance and ensures your proposal meets all requirements. It includes every shall, must, and will requirement in the entire RFP. It’s an organized listing of all requirements in RFP Sections L, M, C, Contract Data Requirements Lists (CDRL), and other sections of the RFP that contain requirements. In these days of boilerplated and recycled RFPs, developing a compliance matrix helps in finding disconnects between RFP sections and documents. Common disconnects include discrepancies between Section L and Section M contents, nonsensical soft- or hard-copy formatting instructions, discrepancies in technical requirements between Section C and technical attachments, and legacy information from a previous procurement, e.g., inaccurate dates or out-of-date requirements. It serves as a navigation and checklist tool for proposal managers, volume leads, proposal developers/writers, and internal proposal reviewers (as … Continue reading 7 Reasons to develop a compliance matrix