Follow the RFP Rules
Recently I was discussing a Compliance Review we conducted for a client on a draft proposal.
We typically use a ‘traffic light’ system to code our assessments – Green for compliant, Yellow for Close But Needs Work and Red for Fix This or Be Disqualified. The assessment also provides specific guidance on how to fix or improve the non-compliant section.
Compliance is an interesting topic because it’s the details that get you thrown out. Compliance can have one or both of the following: (1) a Binary Component and/or (2) an Objective Component. Continue reading
The Cause of Bad Proposals?
Imagine you are the CEO reporting to your Board of Directors at next quarter’s Board Meeting and you present the following:
“During the past three months Vague and Foggy, Inc. invested in four lots of lottery tickets at $10,000 each. We bought 10,000 tickets for a total of $40,000 and thought we had a very good chance of winning more than $3M. However, to date we have only won $3.00 on one ticket. Therefore, next quarter we plan to invest in six lots to improve our chances of winning.” Continue reading
I’ve been thinking about this subject a lot lately. Trust is important in every aspect of our lives – we need, and often do, implicitly trust our spouses/significant others, our friends and our family. Without trust, we simply cannot function.
Trust is an essential element in any successful relationship. It is no different in business. Continue reading
Has anyone noticed that the Government’s Past Performance (PP) citation requirements are becoming more and more stringent – tying the Contractor’s hands by forcing use of templates and in specifying incredibly detailed Section M evaluation factors? Continue reading
After more than 40 years of leading, and consulting to, Government contractors, I continue to be puzzled by the common practice of a good firm submitting bad proposals. In this context a Bad Proposal is a proposal that will very obviously lose. This seems to be a bad disease and somewhat contagious. Continue reading