TArticles tagged with: source selection board

Q&A Part 1 from 7 secrets from inside government source evaluations and how you can use them to create winning proposals

Lohfeld Business Winning Webinar Q&A

Do you know how the government really evaluates proposals? Have you ever wondered what they look for when they read through each offer and what they like and dislike when scoring proposals? Not knowing this makes submitting a proposal to the U.S. Government like firing a shot across their bow. What happens on the “other side” is a mystery to most contractors, and debriefs often don’t tell the whole story. Or, even half the story! This is because those who prepare proposals and those who evaluate them have vastly different perspectives. In this webinar, we release the results of our 3-year research project on how the government evaluates proposals and what capture and proposal managers need to know in order to create better, higher-scoring proposals and win more highly competitive bids. Watch the webinar replay to hear Wendy Frieman, Lohfeld Principal Consultant, provide lessons from the “other side of the … Continue reading Q&A Part 1 from 7 secrets from inside government source evaluations and how you can use them to create winning proposals

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7 secrets from inside government source evaluations and how you can use them to create winning proposals

Lohfeld Business Winning Webinar

Do you know how the government really evaluates proposals? Have you ever wondered what they look for when they read through each offer and what they like and dislike when scoring proposals? Not knowing this makes submitting a proposal to the U.S. Government like firing a shot across their bow. What happens on the “other side” is a mystery to most contractors, and debriefs often don’t tell the whole story. Or, even half the story! This is because those who prepare proposals and those who evaluate them have vastly different perspectives. In this webinar, we release the results of our 3-year research project on how the government evaluates proposals and what capture and proposal managers need to know in order to create better, higher-scoring proposals and win more highly competitive bids. Click to watch the webinar replay and download the presentation and research brief. You will learn how to realign … Continue reading 7 secrets from inside government source evaluations and how you can use them to create winning proposals

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Working with project managers on recompetes: Project manager as an ethical spy (Part 2)

This week, Lisa Pafe provides additional insights into how incumbents can work with their project managers when preparing for recompete procurements. Project managers have an enormous role to play in gathering competitive intelligence that the capture manager can use to build recompete win strategies. Because the project manager is on-site, the capture manager can coach the project manager to serve as an ethical spy in preparing for a recompete: Who is visiting with the customer? Who has offered brown bags, seminars, and other freebies? What other companies are working for this customer? Because the project manager knows the scope of work intimately, (s)he knows what is most important to the customer. Capture and project management working together can ethically influence the new solicitation to favor incumbent discriminators. For example, if evaluation factors rate key personnel, relevant past performance, and seamless transition as of greatest importance, then the incumbent has an … Continue reading Working with project managers on recompetes: Project manager as an ethical spy (Part 2)

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