TArticles tagged with: Strength-based proposal

A winning proposal isn’t always the best

A proposal can be the winner for reasons unrelated to proposal quality

This article was originally published March 4, 2020 on WashingtonTechnology.com Is a winning proposal a good proposal? Some argue that by definition, yes, a win is a good proposal. However, we all know that a proposal can be the winner for reasons unrelated to proposal quality—such as a price shoot out. Therefore, when we look back at our win-loss track record, we miss a lot of important data if wins and losses are the only measures of successful performance. As a result, we may re-use a poor-quality proposal or dismiss a losing proposal that has some successful elements. Are your proposals good? In a Deltek webinar, Bob Lohfeld polled the audience to ask: “Are your proposals compliant, responsive, AND compelling?” Interestingly, only 15 percent of 150-plus respondents believed that their proposals were consistently achieving all three measures of quality. Another 35 percent responded that their proposals sometimes achieved all three. … Continue reading A winning proposal isn’t always the best

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Transform Color Team Reviews in 2020 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 … Continue reading Transform Color Team Reviews in 2020 with Training

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The Great Proposal: A True Story

Solutioning to strengths when faced with a recompete

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

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Introduction to Strengths-Based Winning in Federal Contracting | Pre-conference workshop at Deltek Insight 2018 (PCW14)

Date: November 5, 2018 Time: 9:00 am – 12:00 pm Location: Deltek Insights 2018 Conference, Gaylord Texan Resort and Convention Center, Dallas, TX PCW14 – Introduction to Strengths-Based Winning in Federal Contracting Course Level: Intermediate Most of what professionals know about developing proposals is pure folklore. This class pulls back the curtain to reveal how the government actually evaluates proposals and what constitutes a strength to government evaluators. In this paradigm-shifting class, attendees will cast aside folklore and learn how to develop proposals that make it easy for the government to award you the contract. Attendees learn how to perform strength-based capture, strength-based solutioning, and strength-focused proposal reviews as well as write proposal text that highlights those strengths. After completing this course you will be able to: Understand what constitutes a Strength from the Federal Government evaluator perspective Solution Strengths as well as identify weaknesses, deficiencies, and risks of your offer that … Continue reading Introduction to Strengths-Based Winning in Federal Contracting | Pre-conference workshop at Deltek Insight 2018 (PCW14)

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