TArticles tagged with: risk assessment

Help evaluators see ghosts

Ghosting must begin during capture well before RFP drop and include customer and competitor analysis.

Proposal best practices tell us to ghost the competition. Ghosting in the world of proposals means to emphasize competitor weaknesses and downplay their Strengths without naming them. According to APMP, “The goal is to provide the customer with information that supports the view that your solution is superior and to cast doubt on the viability of competitors’ approaches.” In the real world, effective ghosting is extremely difficult. Without deep customer and competitor knowledge, identifying ghosts and making them apparent to evaluators is practically impossible. Ghosting, therefore, must begin during capture well before RFP drop and include customer and competitor analysis. Otherwise, articulating potential but unvetted ghosts in the proposal narrative is simply not going to work. Compare and contrast Let’s assume that a bidder has access to the customer(s) and learns pain points that are creating risks and challenges for the work. Let’s also assume the bidder identifies and researches … Continue reading Help evaluators see ghosts

Continue reading...