Articles tagged with : debriefing

Survival guide | You lost. Now what?

Two industry veterans share what companies should try to learn at the debriefing after losing a contract bid.

Interview with Bob Lohfeld and Steve Carrier Our experts are Steve Carrier, former vice president of business development and strategic planning at Northrop Grumman Information Technology, and Bob Lohfeld, president of Lohfeld Consulting Group and former vice president at Lockheed Martin Information Technology and senior vice president of OAO Corp. CARRIER: Find out as much about the pricing information as they will give you. It is very important to know where you were compared to the winner on price. Next, how did your technical solution stack up against the competitors? Finally, what are the three or four things that caused you to not be selected? Get as many specifics as possible. Also, after the protest period is over and you are not protesting  go back to the customer and potential members of the source selection board and try to find out the real reason you lost. After the protest period...

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Get the Most Out of Your Contract Debriefing

Be prepared to ask questions and learn as much as possible.

Win or lose, you are entitled to receive a debriefing from the government to help you understand the basis for an award decision. You must request your debriefing in writing within three days after receiving notification of contract award, otherwise your request might be declined. The government will do its best to provide the debriefing within five days of receiving your written request. The debriefing might be done orally, in writing or via another method acceptable to the contracting officer. Most bidders prefer oral debriefings because they provide an opportunity to discuss the findings and ask follow-up questions. For some debriefings, travel costs might be a factor, requiring a debriefing through a teleconference. The least-preferable debriefing format, from a learning point of view, is a letter debriefing. The contracting officer who led the procurement usually leads oral debriefings, supported by the people who participated in the evaluation of proposals. For...

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Better Reviews Equal Better Proposals

A systematic process can raise competitiveness and increase win probability.

Independent reviews ensure that proposals are compliant and responsive to the request for proposals. They also guarantee that proposals are feature-rich and technically and politically sound. Reviews should begin early in the proposal process and continue throughout proposal development. Each review builds quality into the proposal. When done well, reviews raise your competitiveness and increase your win probability. A solid review begins with experienced, knowledgeable reviewers and a comprehensive review plan. Your reviewers should include technical and management experts who deeply understand the subject of your proposal. Be sure to include customer experts who can bring the voice of the customer to your review process. The better your proposal reviewers, the better your review. Assign sections of the proposal to each reviewer that match his or her areas of expertise. For planning purposes, in a one-day review, assume reviewers can review about 40 pages of the proposal and provide constructive...

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