Proposals are an important aspect of government contracting and creating a winning proposal requires more than just being able to competently answer some questions. A properly prepared proposal allows government agencies to understand the intention of companies, but more notably it allows those agencies to determine if such companies actually know what their issues are and how they intend to fix them.
PVBS was joined by Mr. David Kriegman, a GovCon expert with over thirty years of experience, author and lecturer, to discuss strategies for government contractors to create better proposals. With more and more companies joining the pool of government contractors responding to request for proposals (RFPs), the ability for government agencies to discern one vendor from another has gotten difficult. In fact, according to Mr. Kriegman, many agencies claim they evaluate responses using lowest priced technically acceptable (LPTA) simply because there are no distinguishing characteristics between the vendors.
A simply process of developing a better proposal that separates a company from others is to thoroughly understand the customer and the customer’s intent. Some customers know what they want but don’t know how to get there. Others don’t know what they want, and have no idea how to ask for help. Mr. Kriegman gave a few examples, but to be successful government contractors need to focus on how they will help the agency and give metrics with which they can be measured against.
Another process goes by the adage “features tell, benefits sell” and focuses on how the vendor can solve the agency’s underlying problem. Rather than just listing out company features, Mr. Kriegman encourages companies to explain how such features create benefits and, most importantly, how those benefits will address the agency’s problems. Mr. Kriegman goes further and explains how this approach can be built into the beginning of the proposal process to clearly establish the company’s strengths in the RFP.
Interested in learning more? Download the full webinar below.