Industry experts have already forecasted a wide range of disruptive proposal consulting and management trends for 2018 and beyond that are sure to bring a significant shift in the industry in the USA and the UK. Considering today’s shrinking budgets, the Federal Government procurement trends are also undergoing a dynamic change from the previous years. The best survival strategy for companies in such an environment is to radically adapt their own capture and proposal management strategies to continue delivering winning proposals.
Trend #1 Rise of Cloud Based Proposal Solutions
The years to come will see the Federal government and more and more businesses worldwide essentially demanding for cloud-based digital proposal documents to ensure high-quality and cost-effective services. Cloud-based technology can help proposal consulting and management businesses deliver high-quality and cost-effective services to their clients worldwide. You will be surprised to know that 61% businesses across the globe strongly believe that cloud-based technology can help lower the cost of delivery. We are sure cloud computing will help create more and more business opportunities for proposal consulting and management businesses in 2018 and beyond.
Trend #2 Agile Methodology in Proposal Development
We have seen how Agile methods have revolutionized system development, enabling new levels of success never seen before. Now, applying agile principles to proposal development will enable you to efficiently write the right proposal the first time. Let us look at the reasons why this approach is trending over traditional proposal development:
Reason 1:It is better than traditional methods because it facilitates better coordination among the writer, subject matter expert, reviewer, and other contributors so that the outcome, the written proposal, states the right message and in the right tone. Reviewers get questions that focus their evaluation on what matters most.
Reason 2: It is faster than traditional methods because it does not require interruption for colour team reviews. The teams work in parallel, and conduct internal reviews.
Reason 3: It is cheaper than traditional methods because it eliminates the need for extra labour to revise proposal sections and assemble colour team drafts.
Thinking about responding to a government RFP or solicitation?
Your written Proposal is the “first impression” of your organization with a potential contractor and/or client. It is the voice of your organization that articulates its mission, strengths, and technical capabilities. Essentially, it acts like the Preamble of your firm’s constitution.
A proposal is a written response to an RFP that clearly articulates the government needs (tasks that the government is trying to accomplish through the solicitation), and demonstrates your firm’s/company’s approach to address those needs. For a successful proposal, you must substantiate your claims through instances or references from the past experiences of contracting on similar scope of work. It is, thus, a selling tool and the proof point designed to make a persuasive case to win the contract award. Now here’s the big question: How to write a winning proposal?
Writing a Winning proposal is not an easy task, but necessarily an important one. It is all about doing your homework well, preparing and responding clearly and appropriately, aligning your proposal with the government’s needs and articulating what makes you the best solution provider.
Still Wondering? Find some incredibly useful tips that can help you Win right now! Preparation is the key – You must be fully prepared. Read the RFP thoroughly; carefully examine all sections, schedules, clauses, and the required attachments; and understand the regulations (FAR Parts) governing the explicit solicitation you plan to respond to. Understand the government/agency’s Problem-Do an extensive research into the requesting agency’s mission, values, capabilities, incumbents, and its current problems. The federal government announces its opportunities in a series of solicitations. For an effective proposal, you need to read, reread, and understand the nature of the government’s problem. Instead of an elaborate eloquent document, the government wants to know whether you understand their problems and have the technical capabilities to address those and provide additional value through your services. Align Your Proposal with the Government’s Needs-An effective proposal will visibly articulate how the bidder can solve the problem or fulfil the needs outlined in the government’s solicitation. It is very critical to convince a government review panel that your proposal solves their specific problem and provides the best value. A proposal may look very good and promising, but if it does not talk about government’s needs, it will even fail to reach the evaluation table laid with other more substantive, solution-focused proposals. Don’t just claim “we can do the work.” Substantiate your claim by saying how you have performed similar tasks for other agencies. Develop a differentiation strategy– “If you don’t differentiate, you will lose,” says Carl Dickson. Because most of the proposals offer excellent track record, you must highlight your Discriminator; articulate how your track record is quicker, better, economic or more robust than your competitor. To cut short, give the reason why the government should select you over other bidders. It gets better when you say……. “Why You are a Better Solution Provider”.
The thought of “selling to the government” often makesmany business owners wince. Red Tapism and Cronyism are some common thoughts, besides the thought of it as being a market that is just not worth the perceived headache.
To help overcome such fearsabout the market, let uslook at some common myths around working with the government. Some myths act asardent promotersof working with the government, some talk more realistically, and some myths are built around words taken straight from the government’s mouth; a careful analysis of the above will provide the right backgroundto make informed decisions about working withinthe government structure.
Pause and Ponder series
Are you wondering why your proposal got rejected?
#Reason 1/10: You didn’t lay the ground work
There are several reasons for a proposal rejection but few are big bloopers. Nobody gets a second chance and so you can’t afford to miss your first shot. (more…)
Big bucks in big data?
Are you winning enough bids in Big Data?
When we hear the term ‘Big Data’- we hear- ‘Volume’ ‘Velocity’ and ‘Veracity’. Due to its three characteristics, it is more complex and demanding. It’s the next revenue reaping technology, not only for the big chunks but also for the small ones. As per a report by CSC, data production will be 44 times greater in 2020 than it was in 2009. This will lead in more demand of big data analysis, which means huge business opportunities for the technology companies.