Complying with Proposal Requirements

Complying with Proposal Requirements – So Easy a Kindergartener Can Do it, Right?

The famous “Everything I Need to Know I Learned in Kindergarten” is a list of simple, common-sense “rules” for leading a successful life … one of which is “Follow Directions.” Seems easy enough, something we all can do and have done (just ask anyone who uses Google Maps).

In the proposal world, “Follow Directions” takes the form of “Be Compliant” – and the majority of companies for whom I’ve consulted always agree, in theory, that organizing the proposal according to RFP Sections L&M is non-negotiable. So I go along my merry way and prepare an annotated outline that does just that. Nine times out of 10, during the course of proposal development, that outline morphs mysteriously – a slight change here, another there – and we’re fixing non-compliance issues discovered by Red Team or Gold Team reviewers at the 11th hour.

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