Proposal: What Wins

From GOVSALESWIKI

Installment [ 18 ] Proposal: What Wins By Richard White

In our previous installment we discussed how evaluators think and what they want to see in a federal proposal. They are unanimous in stating that the best solution wins. By "best" they mean a solution that:

Meets each and every requirement stated in the RFP.

Shows an understanding of the requirements stated in the RFP and why they exist.

Reflects an acute understanding of their problem the nuances of their operating environment.

Shows an understanding of the risks involved in implementing the proposed solution and how the risks will be mitigated.

Clearly states the benefits of the proposed solution and the costs associated with the benefits.

Summarizes the tangible and intangible value of the proposed solution.

Make the evaluators comfortable that you know what they need and that you can provide a solution that is practical, will be implemented on schedule and within budget, and is the best value proposition for them.

Reign in your technical staff and make them write a clear and concise description of your solution. Unfortunately, this is easier said than done in some companies. Technical staff members tend not to like writing and will run and hide when they know they are need for a proposal.