TOP 12 TIPS TO POWER UP YOUR PROPOSAL
1. Read the Solicitation in its entirety multiple times. Read and understand the Instructions to Offerors and comply with all of them.
2. Prepare and include a compliance matrix to link the Instructions to Offerors (Section L), Evaluation Criteria (Section M), and your proposal response, even if the solicitation (RFP) 306doesn’t ask for it. It ensures 100% COMPLIANCE with the instructions and solicitation requirements.
3. For your Technical Approach, you must explain “how” you will meet and exceed the Statement of Work (SOW) or Performance Work Statement (PWS) requirements. Do not rely on your past performance or experience performing similar work to demonstrate you can meet the technical requirements. If it’s not on the paper within your proposal, it didn’t happen.
4. Choose your competitions wisely. Target only those solicitations for products and services that are in your niche market so that you can increase your probability of success.
5. More doesn’t equal better. Focus your proposal on the unique solutions and or differentiators that your company offers when responding to the Government’s solicitation requirements. Eliminate the fluff!
6. Ask questions! As soon as you see an issue with a solicitation / requirement, ask the question and ALWAYS IN WRITING. All procurements have timelines, and you are limited in your power to change the course by that statutory timeline.
7. Have the appropriate security and facility clearances. Procurements wait for no man or woman, so don’t expect to win or keep a contract if the requirement is for a clearance on day one of the contract award especially if you do not have the security or facility clearances.
8. Don’t include additional terms and conditions or assumptions in your quotes as it could render your proposal non-compliant. If you want or need to clarify assumptions, do it before submitting your proposal by asking questions (# 6).
9. Don’t submit quotes or proposals with teaming partner’s logos all over them. You are the prime! Your proposal should reflect your work.
10. Attend Industry Days and Pre-proposal Conferences as it will give you a better understanding of the government’s requirement. It’s also a great way to network with other interested bidders for potential teaming arrangements.
11. Constantly review your proposal for grammatical errors. Have different people from diverse backgrounds read your technical proposal for clarity, comprehension, and consistency and conciseness. It is important to submit a proposal that is completely free of errors.
12. Do not use acronyms without spelling them out first! Do not assume that the proposal evaluators are familiar with a particular acronym, unless the acronym was used within the solicitation. When in doubt, spell it out and provide a definition and or context for all acronyms.