Articles tagged with : compliance

Watch Bob Lohfeld, Brad Douglas, and Richard Nathan share proven proposal strategies

Winning in a budget-constrained market

Watch three titans of the capture and proposal industry, each with over 30 years of experience give their advice on: Successful capture planning The future of proposals, where are they headed? How to fix outdated proposal processes Compliance versus technical merit GWACs & MACs How to effectively leverage proposal consultants Click to watch Richard Nathan, CEO, AOC Key Solutions; Bob Lohfeld, CEO, Lohfeld Consulting; and Brad Douglas, COO, Shipley Associates share their thoughts and insights.

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Keeping an accurate compliance matrix while facing multiple amendments? Ask the Proposal Doctor

Dear Proposal Doctor, I use a homegrown tool to strip my RFP into a table with all the technical requirements. This is supposed to be my tool for checking compliance, and it works well if there are no significant changes. Once the government starts issuing multiple amendments and answers to questions, my compliance matrix becomes obsolete. What is the best way to keep an accurate compliance matrix in the face of multiple amendments? Searching for a Solution Dear Searching, As wonderful as the automated tools are, they don't provide a good answer to your problem. I can only share my own approach. First, if the customer issues a revised RFP, I re-do the shred in its entirety, and I have found that to be the most efficient method. If the customer does not re-publish the RFP, I go through the questions and answers (Q&A) to determine which really affect compliance....

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7 steps from good to great proposals

A win doesn't always mean what you submitted was the best it could be

We all strive to write great proposals and often pat ourselves on the back when our proposals win. Each victory fills us with pride and reassures us that we’re writing great proposals, but that’s not always the case. Great proposals frequently lose on price, and poorly written proposals win when competition is limited or the bid price is low. Because of this, victory is not always a good indicator of proposal quality. All great proposals have seven essential attributes, and you can use these attributes to measure the quality of your proposal. Once you make it a practice to measure these attributes, you’ll be surprised at how quickly all of your proposals improve. To be a great proposal, a proposal must embody the following: 1. Compliant structure – First and foremost, the proposal must be structured to comply exactly with the request for proposals (RFP) instructions and attachments, thereby making...

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Can you keep your bid out of the reject box?

I was asked to review one of the proposals submitted for the first stage of the Army’s multi-billion dollar “Army Eagle” logistics procurement and to advise an unsuccessful bidder why the company had failed to make the cut. My answer was straightforward – the bidder failed to write a proposal for the evaluators to evaluate. Here’s how the proposal went wrong. Army Eagle is a multiple award procurement for large and small businesses that is being competed in stages. The first-stage submission, which I reviewed, was an advisory stage that required bidders to submit a short proposal describing their understanding of the Army’s logistics program and how their team’s capabilities and resources could help fulfill that mission. Based on this response, the Army advised bidders whether their team might be successful should they decide to proceed to stage 2 of the competition, the submission of a full proposal. Stage 1...

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