TArticles tagged with: subfactors

[Webinar replay available] Your proposal is not a story (and 10 tips for telling effective proposal stories!) | Lohfeld Business Winning Webinar

Click to watch webinar replay and download presentation Learn why you should approach your proposal from multiple entry points, rather than writing and reviewing it like a novel. Understand how to take advantage of corporate and employee stories to reinforce your value proposition. You’ll gain insight into how evaluators score and rate your proposal, why stories improve your score, and how to create stories that substantiate the discriminating Strengths of your solution. Lisa Pafe will provide 10 proposal story tips that you can put to use immediately to craft winning proposal narratives.  Who should attend: Anyone involved in solutioning, writing, and reviewing proposals should watch this webinar replay. Click to watch webinar replay and download presentation Presenter: Lisa Pafe, Vice President, Lohfeld Consulting Group Lisa Pafe, CPP APMP Fellow and PMP, is Vice President of Lohfeld Consulting Group, a premier business development, capture, and proposal consulting firm that helps companies win … Continue reading [Webinar replay available] Your proposal is not a story (and 10 tips for telling effective proposal stories!) | Lohfeld Business Winning Webinar

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Your proposal is not a story

The typical evaluator is not looking to read every page.

Many proposal practitioners think that a proposal is a story, with a beginning, a middle and an end. They assume that the Government evaluator will read the proposal like a novel, from the Executive Summary through the Appendices. Many proposal professionals think that they should avoid repeating important information because that may create redundancy. In addition, to save page real estate, proposal writers often extensively cross reference other proposal sections instead of writing fully to the requirements. Evaluators Search the Proposal When we write a proposal like a story, we overlook how Government evaluators actually review and score our proposals. Government evaluators use a scoresheet based on the evaluation factors to check the proposal for compliance and to identify Strengths, Weaknesses, Deficiencies and Risks to justify a final score or rating. To achieve a better than “Acceptable” rating, a proposal must be rich in discriminating Strengths that outbalance any Weaknesses … Continue reading Your proposal is not a story

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