Tag: Lisa Pafe

Five tips to help evaluators find key words (and winning content)

Federal Government source selection officials are very likely to review your bid electronically rather than in hard copy. Telework is here to stay, and federal proposal evaluators working from home… Continue reading Five tips to help evaluators find key words (and winning content)

Polaris Pre-Award Protest: The New Normal for MACs?

The General Services Administration (GSA) issued the final Multiple Award Contract (MAC) RFPs for the Polaris women-owned Small Business (WOSB) and Small Business (SB) pools on March 25. This much… Continue reading Polaris Pre-Award Protest: The New Normal for MACs?

NOAA’s $8B ProTech 2.0 solicitation brings the latest in streamlined acquisition

When the National Oceanic and Atmospheric Administration issued the final RFP for the ProTech 2.0 Satellite Domain on Dec. 2, the agency may have ruined the holidays for the small business… Continue reading NOAA’s $8B ProTech 2.0 solicitation brings the latest in streamlined acquisition

How does the government evaluate a proposal PWS?

Federal Acquisition Regulation (FAR) 37.602 gives the Federal Government the freedom to decide if the acquiring agency or the bidder prepares the Performance Work Statement (PWS). When the offeror prepares… Continue reading How does the government evaluate a proposal PWS?

Six tips for better content reuse

Proposal content reuse at its best improves productivity and make the most of your bid and proposal (B&P) resources. Every company reuses proposal content, whether they have a formal content… Continue reading Six tips for better content reuse

Help evaluators see ghosts

Ghosts! Proposal best practices tell us to ghost the competition. Ghosting in the world of proposals means to emphasize competitor weaknesses and downplay their Strengths without naming them. According to APMP,… Continue reading Help evaluators see ghosts

Here’s what you need to know when the customer asks you to write the PWS

Proposal professionals are accustomed to responding to the Federal Government’s requirements as detailed in the performance work statement (PWS) included in the RFP. Here’s what to know when the government… Continue reading Here’s what you need to know when the customer asks you to write the PWS

No metrics? No proposal win!

Features tell, and benefits sell. However, the solution features and benefits alone are insufficient. There is a third element in the winning equation: metrics. To win in the federal market,… Continue reading No metrics? No proposal win!

Does the latest CIO-SP4 amendments create inequities?

The National Institutes of Health Information Technology Acquisition and Assessment Center (NITAAC)’s highly anticipated Chief Information Officer – Solutions and Partners 4 (CIO-SP4) RFP, released June 25, has already seen… Continue reading Does the latest CIO-SP4 amendments create inequities?

APMP Certification: A selfish and selfless act

Are you considering APMP certification? Perhaps you’re already certified at the Foundation level but are wondering if you should pursue Practitioner or even Professional accreditation. Capture and proposal professionals often… Continue reading APMP Certification: A selfish and selfless act