TArticles tagged with: win theme

The Rationale for Eliminating Win Themes in Proposals

The Government is clear how they evaluate best value bids

If you attended a proposal writing class years ago, the instructor taught you to include win themes in every major proposal section. The instructor told you to link win themes to discriminators found in your offer and that the most powerful win themes discriminated your offer from those of your competitors. While it is good to differentiate your solution from competitors, it is only part of the equation needed to win. To win, you must consider the Government’s own instructions describing how they evaluate bids when using Federal Acquisitions Regulations (FAR) Part 15 15.101 Best value continuum, as opposed to FAR Part 15.101-2, where they look for the lowest price technically acceptable bid. In FAR Part 15.305 Proposal Evaluation, the Government is clear how they evaluate best value bids, “Evaluations may be conducted using any rating method or combination of methods, including color or adjectival ratings, numerical weights, and ordinal … Continue reading The Rationale for Eliminating Win Themes in Proposals

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12 Ways to mitigate proposal strategy review risks

At the 2011 APMP International Conference, Lohfeld Consulting Group’s Managing Director Brenda Crist presented an informative session on mitigating proposal risks. Here are Brenda’s identified Proposal Strategy Review Risks and recommended Mitigation Strategies: Proposal strategy review is not held. Hold a proposal strategy, storyboard, or pink team review approximately one-third of the way into the proposal life cycle. Not holding a review results in inconsistent messages communicated across the proposal or missing key win themes and substantiating evidence. Proposal is inconsistent with customer instructions. Verify your storyboards or strategy (writing plan) is consistent with the customer’s instructions for preparing the bid. No key personnel identified. By the proposal strategy review, storyboard, or pink team review, your company should have key personnel identified. If this risk is not mitigated, escalate it to the highest source. By the time the document is prepared for final review, all key personnel must be identified. … Continue reading 12 Ways to mitigate proposal strategy review risks

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