TArticles tagged with: Source selection evaluation board

Run your next proposal review like the government

Using the government’s review process to evaluate your proposals leads to a more realistic assessment of your score

There is a dichotomy between the way industry and government Source Selection Evaluation Boards (SSEBs) run proposal reviews. In industry, reviewers read the entire proposal and make in-line recommendations concerning how to improve each section. Industry evaluators also verify that suitable win themes are present. How the government reviews proposals In contrast, the government grades the proposal using a score sheet based on the evaluation criteria listed in the request for proposal (RFP). In most cases, you can find the evaluation criteria in the RFP’s Section M. The RFP also explains the Federal Acquisition Regulations (FAR) criteria the government uses to evaluate the proposal. For example, if the government uses FAR Part 15, it is rating your proposal on a best-value scale using a numeric, adjectival, or confidence rating. As part of the rating scheme, they evaluate your proposal according to strengths, weaknesses, significant weaknesses, deficiencies, and risks. Government evaluators … Continue reading Run your next proposal review like the government

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Five tips to help evaluators find key words (and winning content)

Increasingly, government evaluators rely on automation to help them efficiently review proposals

Federal Government source selection officials are very likely to review your bid electronically rather than in hard copy. Telework is here to stay, and federal proposal evaluators working from home are unlikely to print thousands of pages from multiple bids. Even in the office, printing large documents is wasteful and not environmentally friendly. In addition, over-worked government evaluators look for ways to speed the evaluation process. Increasingly, government evaluators rely on automation to help them efficiently review proposals. Whether the Source Selection Evaluation Board (SSEB) members are using acquisition software to check compliance and document findings or simply the search and find features of MS Word or Adobe Acrobat, they must be able to find content quickly and easily. An important part of planning before you write is identifying important key words for automated content searches. Using key words is not the same as parroting back RFP requirements. It is … Continue reading Five tips to help evaluators find key words (and winning content)

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Transform Color Team Reviews with Training

Invest in training your employees to evaluate proposals constructively.

Federal Government evaluators do not read your proposal; they score it. Observed features with proven benefits that have merit beyond mere acceptability are scored as Strengths. The bidder with the best and possibly the most Strengths wins in a best value trade-off. Yet, when we conduct internal color team reviews, we tend to gather comments (many comments!) rather than scoring and rating the proposal. We try to resolve conflicts on comments rather than trying to improve Strengths and mitigate Weaknesses, Deficiencies and Risks from the customer perspective. I have written extensively on how to improve color team reviews using Lohfeld Consulting Group’s seven quality measures and Mock Source Selection Evaluation Board reviews using Government scoresheets. These are excellent ways to use our Subject Matter Experts to cost effectively score the proposal and give you honest feedback in the manner of a Government debrief. Another cost-effective strategy is training. Our Strength-Based Proposal … Continue reading Transform Color Team Reviews with Training

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