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Index
|Dedication
|About the author & editor
Introduction
Part 1 – How the Federal Government evaluates proposals
Objectives of a high-scoring proposal
How the government evaluates proposals
Factors and subfactors are key
Rating methods are important…strengths are critical
DoD color and adjectival rating method
Typical evaluation terminology
Defining strengths
Briefing to SSA
Source selection decisions
Takeaways from the evaluation process
Part 2 – Rethinking the way we do proposals
Changing the state of the practice
Action #1 Design the proposal to be scored, not read
Action #1 Design the proposal to be scored, not read
Action #2 Use our strength-based solutioning approach to create high-scoring proposals
Action #2 Use our strength-based solutioning approach to create high-scoring proposals
Action #3 Draft your briefing to the SSA
Action #3 Draft your briefing to the SSA
Action #4 Think of proposals like artwork – built in three layers
Action #4 Think of proposals like artwork – built in three layers
Action #5 Put your proposal effort where it matters
Action #5 Put your proposal effort where it matters
Action #6 Review proposals the way your customer does
Action #6 Review proposals the way your customer does
Action #7 Make proposals easy to evaluate
Action #7 Make proposals easy to evaluate
Action #8 Communicate your message visually
Action #8 Communicate your message visually
Action #9 Establish a standard of excellence for your proposals
Action #9 Establish a standard of excellence for your proposals
Action #10 Improve your lessons-learned exercise
Action #10 Improve your lessons-learned exercise
Final thoughts – can you change?
Part 3 – Q&A
Part 4 – Related articles
7 questions to answer when making bid/no-bid decisions
Take your proposal from good to great in 30 minutes
What makes your bid a winner or a loser?
How bad are your proposals?
3 keys to creating winning proposals – a defined and efficient process is essential to success
What the government won’t tell you about your proposal
3 steps to improving your proposals – break the cycle of relearning key lessons each time around
5 steps to winning proposals
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