Articles tagged with : government proposal; Bob Lohfeld; proposal evaluator; RFP; SOW;evaluation criteria; winning proposal;ghosting; technical solution; proposal strengths;

Creating winning technical solutions

I’m amazed at how few companies present good, compelling technical solutions in their proposals. The reason is probably that their technical teams don’t know what constitutes a good proposal solution. In this article, I’m going to describe the process we use to ensure we develop solutions that will score well when reviewed by government proposal evaluators. Here’s how we do it. Step 1 – Understand the requirement The first step in engineering is to understand the requirement. I don’t mean to speak down to you since this seems pretty obvious, but I’ve read a lot of proposals where the technical team misunderstood the requirement or misinterpreted the intent of the government’s RFP. To make sure everyone understands the requirement, we do a structured walkthrough of the requirement with the technical team. We discuss what is in the statement of work (SOW), the relevant attachments to the RFP, the proposal instructions,...

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