Maximizing Red Team Reviews for Proposal Success
By: Brent Paris, Sandy Allbee, Ashley Coronado, and Ben Stroup
Red team reviews are critical to proposal success, but too often, they lack focus on the end goal — the key objectives the reviewers are hoping to achieve. It’s astounding how often review teams lose sight of their primary goal: making a proposal better and more competitive. Instead, what we often see is a haphazard collection of random opinions from people who are completely detached from the core solution and evaluation criteria. These reviewers, who have no clear understanding of the proposal’s intent, frequently focus on irrelevant details or personal preferences rather than the elements that actually matter. The result? A torrent of disjointed feedback that does little more than muddy the waters.
Here’s the problem: when reviewers aren’t laser-focused on the specific evaluation criteria and the solution’s viability, the feedback becomes a mixed bag of disorganized criticism that doesn’t help anyone. General comments like, “This could be more creative,” or “I think we could improve this section,” without offering actionable, concrete recommendations, aren’t helpful. There’s no clarity on what needs to be fixed or improved, just vague, unsubstantiated statements that might feel good in the moment but serve no real purpose.
But the consequences are far worse than wasted time. This kind of review process often leads to actionless results—feedback that doesn’t move the needle and doesn’t improve the proposal. Review teams that aren’t aligned on the proposal’s goals and evaluation criteria leave the proposal teams scrambling, trying to make sense of conflicting, unstructured advice. In the end, nothing gets done, and the proposal is left in limbo, unable to evolve or address key gaps. Worse, the team ends up second-guessing themselves, often missing critical opportunities to strengthen the submission.
The reality is this: when a review is unfocused and chaotic, it fails at the one thing it’s supposed to do—make the proposal stronger. A solid review process isn’t just about offering feedback—it’s about strategically shaping the proposal in line with clear evaluation criteria, providing specific, actionable insights, and identifying real weaknesses. Otherwise, you’re just going through the motions, wasting everyone’s time, and ultimately sabotaging the very goal you’re trying to achieve: a winning proposal.
Therefore, to maximize impact, red team reviews should be designed to maximize evaluation scores across every criterion.
In a red team review, the focus should begin with the evaluation criteria (typically RFP Section M), which serve as the blueprint for scoring and the “answer” to the government’s test. It’s essential to ask whether every aspect of the evaluation has been fully addressed and whether the proposal is positioned to score the maximum points in each category.
Next, the clarity of the solution must be examined. The solution should not only be presented in a clear, concise manner, but also be strongly aligned with the customer’s needs. It should effectively highlight the strengths and benefits that directly correspond to the evaluation criteria, ensuring that the proposal is both compelling and persuasive.
Equally important is compliance. While compliance on its own won’t guarantee a winning proposal, non-compliance will always lead to disqualification. A thorough check must ensure that the proposal meets all required specifications and guidelines.
Lastly, general feedback on the overall proposal is vital. The proposal should be assessed for its structure, flow, readability, and presentation. Are there areas where improvements can be made to enhance the overall quality and ensure the proposal is engaging and easy to navigate?
Each of these elements—evaluation criteria, solution clarity, compliance, and general feedback—plays a critical role in creating a proposal that is not only competitive but also stands the best chance of success.
In short, to improve red team effectiveness, consider the following areas:
- Evaluation Criteria – Will the proposal meet the highest scoring standards?
- Solution – Is the solution clear, customer-focused, and aligned with the RFP evaluation criteria?
- Compliance – Is the proposal 100% compliant with all requirements?
- General – How is the overall flow, readability, and presentation?
Key takeaway
Proposals succeed when they align with evaluation criteria, present a compelling solution, and ensure full compliance. A well-structured red team review process is essential to optimizing proposals for success.