At BID DESIGNS, we understand the grind, intensity, and fast pace involved in crafting proposals. We often encounter clients, ranging from small to large Government Contractors, who urgently seek help in proposal writing. However, despite the time, energy, and costs invested, many companies find themselves facing abysmal win rates, leading to frustration and inefficiency.
One common element contributing to this problem is the focus that Government Contractors place on “writing proposals” rather than “devising solutions.” In fact, the term “writing proposals” can be misleading because it fails to capture the strategic approach that makes your proposal a “solution.”
In Government Requests for Proposals (RFPs), the key to success lies in understanding how each evaluation factor will be scored. Winning proposals are those that attain the highest scores. Therefore, it’s essential to focus on building a solution that aligns with the evaluation criteria, constantly refining and optimizing it to maximize scoring potential. Unfortunately, many companies overlook this strategic aspect and dive straight into writing without fully developing their solution. This results in endless revisions, often against vague or irrelevant criteria, leading to employee burnout and subpar results. Without a well-devised solution aligned with evaluation criteria, success becomes elusive.
At BID DESIGNS, we assist our clients with our proprietary “win map,” a tool that outlines the key aspects of a winning proposal, including customer understanding, approach, discriminators, benefits to the Government, and win themes. This solution-oriented approach ensures that the proposal addresses all evaluation factors comprehensively, increasing the likelihood of success.
Contrary to popular belief, the Government places a higher importance on how well proposals fulfill the evaluation criteria than on the writing quality. Hence, the focus should be on providing clear evidence and substantiation of the proposed solution to facilitate better scoring. This approach stands in stark contrast to merely writing a proposal or relying on AI tools for content generation. It emphasizes a strategic, intentional effort to build a winning solution, which should occupy the majority of the proposal-development process. We believe that proposals emphasizing the solution will inherently be well-written, clear, consistent, and, above all, winning, thereby alleviating concerns about the writing quality.
As you embark on your next proposal endeavor, consider the following questions:
- What are the evaluation factors, and how can we achieve the highest scores in each?
- What aspects of our proposal should consistently score the highest for our company?
By answering these questions and adopting a solution-oriented mindset, you can significantly enhance your proposal’s chance of success. Remember, it’s not just about writing; it’s about crafting a winning solution.