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Proposal Writing
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Written by Rob Ransone
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During 40 years in the industry, I have found that a Tree-type graphic helps proposal authors visualize the connection between strategy, win themes, and evaluation factors. In this article, I present an example of such a Tree. Take a look at the graphic with this article. Note how we constructed it.
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Miscellaneous
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Courtesy Mark Baker and Jon O’Connell of Holland & Knight As a result of legislation recently signed into law by President Obama, most defense contractors will no longer be permitted to subject employees to mandatory arbitration for the resolution of certain types of claims. |
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Proposal Writing
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Courtesy Carl Dickson, www.CapturePlanning.com Transition Plans may be an important factor in determining who wins the contract. If there is an incumbent, they may not even need a transition period. If there is no incumbent and everything else is equal, the vendor with the best transition plan may have an edge. |
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Miscellaneous
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Written by FCW
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Funding secured for insourcing, supplying troops and cutting wasteful spending
Courtesy of FCW The House of Representatives has approved more than $636 billion in Defense Department spending for fiscal 2010, and the measure would increase oversight to reduce waste and fraud. |
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Proposal Writing
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Written by Rob Ransone
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Most companies formulate win strategies, but then they leave it up to the authors to include them in their proposal sections. Frequently these strategies remind one of a teenager learning to swear: the words are there, but they appear awkward and make no sense.
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Proposal Management
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Written by Russell Smith
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During my 25 years in the proposal business, I am always amazed to see how many bidders lose the competition because they haven’t adequately prepared for the bid. “Not being prepared” may take many forms.One of the most common forms of inadequate preparation is to assign personnel who don’t have proposal experience. This is especially true for companies who try to keep valued personnel by assigning them to work on proposals until a more permanent position can be found. For these companies, it doesn't matter if the employee can’t spell “proposal.” It is also quite common for small businesses to refuse to begin work on their proposal until the RFP is released. They believe they can reduce expenses by waiting until the last minute. It's as if they are saying to themselves, "We cannot afford to develop the proposal correctly, but we'll find the money to do it over if we have to." |
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Contract Management
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Written by Darrell Oyer
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A claim for an adjustment was summarily granted because the contract's Variation in Quantity clause clearly contemplated payment of the indirect and overhead costs sought by the contractor. |
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Graphics
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Written by Dave Herndon
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Today, it is still easy to understand that a stone age drawing showing a man with a spear and a deer means "hunting for food."The evolution of written language over several hundred thousand years has not diminished the importance of communicating through pictures. In proposals, communication of details is made especially difficult by the severe page restrictions we often encounter. In addition to improving the overall presentation, the use of graphics is a primary tool in reducing pages. While there is no magic percentage, winning proposals often have 30-60% total page space in graphics. |
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Proposal Management
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Written by Rob Ransone
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A Proposal Manager Is…
One who must direct 30 to 50 authors, who don’t want to be there, in responding to several thousand requirements that he disagrees with, scattered throughout a several hundred page RFP that screws up the way he wants to write his proposal, and include several dozen win strategies that are of no interest to the customer, from two of more companies who are in violent disagreement, in a painfully page-restricted proposal with an impossible but inviolable due date, so that in only three days 30 to 50 government evaluators, who don’t want to be there, can find the answers to questions someone has hidden somewhere in the RFP, so that the Source Selection Authority can make a decision that is the least risky to his own career, and that he can justify to the losing bidders’ Congressmen! |
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Competition Analysis
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Written by Rob Ransone
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In the first five parts of this series we explained the importance of a structured analysis of your win probability and provided checklists for critically analyzing the opportunity, your customer, your competition, and yourself. In this final part we provide guidelines for preparing your win strategies and making a sound bid decision. |
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