Articles tagged with : proposal scoring

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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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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