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How to Write Discriminators: A Guide to Winning Government Contracts

How to Write Discriminators

A Guide to Winning Government Contracts

West Palm Consulting LLC

Copyright © 2016 by West Palm Consulting LLC. All Right Reserved.

Published by West Palm Consulting LLC

West Palm Consulting LLC Edition License Notes

This eBook is licensed for your personal enjoyment only. This eBook may not be re-sold or given away to other people. If you would like to share this eBook with another person, please purchase an additional copy for each recipient. If you’re reading this eBook and did not purchase it, or it was not purchased for your enjoyment only, then please return to your favorite retailer and purchase your own copy. Thank you for respecting the hard work of this author.

 

Table of Contents

 

Introduction

Why You Should Read This Book

Chapter 1: Methodology for Writing Discriminators

Chapter 2: Compelling Reasons for Using a Template

Chapter 3: Discriminators Template

About The Author

Other Books by West Palm Consulting LLC

 

Introduction

 

This eBook will introduce you to a simple process for developing DISCRIMINATORS that help your company achieve the objective of winning government contracts. It provides proven strategies for creating DISCRIMINATORS that crush the competition every time. This eBook takes the reader step by step through writing DISCRIMINATORS that are designed to convince the Government (buying organization) the particular product or service offered by your company adds more value or better solves a problem than other companies in the competition.

Why You Should Read This Book

 

Get a winner’s perspective on writing convincing DISCRIMINATORS, always a pressing challenge.

 

Step back, sort through, think creatively, reflect, re-invent, and experience writing DISCRIMINATORS from a whole new perspective.

 

Make tomorrow better than today.

 

Learn to WIN and WIN Big!

 

Chapter 1: Methodology for Writing Discriminators

 

Identifying and describing your company’s Differentiators and DISCRIMINATORS for a proposal requires an understanding of the Government (buying organization), the competitors, and your own company.

 

DISCRIMINATORS are features of your company’s offer that: (1) Differ from a competitor’s offer and (2) Are acknowledged by the Government (buying organization) as important. Both conditions must be met. If these Features do not matter to the Government (buying organization), they are not important.

 

DISCRIMINATORS substantiate your company’s claims.

 

In order to award your company the contract, the Government (buyer organization) needs quantifiable proof that supports your company’s claims and sets it apart from the competition.

 

DISCRIMINATORS provide the undeniable proof that demonstrates your company’s understanding of the Government (buyer organization) and solutions to its Requirements and Hot Buttons.

 

DISCRIMINATORS provide proof and give the Government (buyer organization) a reason to believe in your company.

 

DISCRIMINATORS provide quantifiable proof points that substantiate your company’s claims and give the Government (buyer organization) tangible reasons to believe your company is different (and better) than the competition.

 

The strongest DISCRIMINATORS are unique selling points that your company has previously vetted with the Government (buyer organization). Ideally these selling points are true for your company and not true for at least one of its competitors.

 

When your company claims to have a unique approach (that really isn’t), it runs the risk of losing significant credibility with the Government (buyer organization).

 

Always demonstrate your company’s understanding of the Government’s (buying organization) “business” throughout the entire proposal.

 

TRUTH: In most cases, small differences between proposals become the DISCRIMINATORS between the winner and the loser(s). If the Government (buying organization) does not discern any DISCRIMINATORS among the various proposals it receives, then LOW PRICE becomes the ONLY DISCRIMINATOR.

 

DISCRIMINATORS should describe why the Government (buying organization) should buy a product or use a service from your company.

 

DISCRIMINATORS should be targeted towards a potential Government (buying organization) customer.

 

DISCRIMINATORS should be clearly defined and designed to convince the Government (buying organization) the particular product or service offered by your company adds more value or better solves a problem than other companies in the competition, based upon DISCRIMINATORS.

 

DISCRIMINATORS should be the responsibility of the CAPTURE LEAD, not the PROPOSAL MANAGER.

 

DISCRIMINATORS SHOULD BE COMPLETED for any opportunity in your company’s Pipeline.

 

The best DISCRIMINATORSS are developed collaboratively with the Government (buying organization).

 

DISCRIMINATORS should only be prepared after a solution is chosen.

 

DISCRIMINATORS should help establish the value basis for a business relationship between your company and the Government (buying organization).

 

DISCRIMINATORS should describe how your company’s solution will improve the Government’s (buying organization) business and how that improvement will be measured.

 

Government buyers (executives or economic, end users, and technical buyers) have different Issues and Values. Always prepare DISCRIMINATORS with each type of Government buyer in mind.

 

Chapter 2: Compelling Reasons for Using a Template

 

Saving time, reducing costs, and having multiple members of a pursuit team (business development, capture, and proposal members) with different levels of expertise working together are common worries that affect proposal managers every day. One method that has proven success is the use of templates.

 

A template is: A document your company can use to provide visual and cognitive continuity for DISCRIMINATORS. A DISCRIMINATORS template is a framework for content with a standard look and feel.

 

Creating new DISCRIMINATORS documents for every opportunity your company approaches can waste valuable time and money. Instead, focus on an original, internal DISCRIMINATORS template that can be utilized for a variety of pursuits.

 

The way to ensure DISCRIMINATORS are valuable and correct every time is by designing and using a template. A template acts as an outline to follow when developing DISCRIMINATORS. A good DISCRIMINATORS template provides many benefits, such as:

 

A DISCRIMINATORS template increases flexibility: Templates actually increase flexibility, they’re easy to update, and they provide consistency across all pursuits. They can be improved regularly to meet technological and Government (buying organization) requirements and needs. Templates are easily tracked and can be updated.

 

A DISCRIMINATORS template is easy to use: Having access to a DISCRIMINATORS template gives team members (business development, capture, and proposal members) the flexibility of being able to choose from a diverse set of preconfigured interactions, without needing to rewrite anything. It gives team members more power, more choices, and much more independence. Basically, it makes it possible for a large number of team members to contribute.

 

A DISCRIMINATORS template provides consistency and uniformity to the process: Standardization is a vital part of any pursuit. This helps team members (business development, capture, and proposal members) know how to navigate and provide the correct information. Proposals can differ in how points are presented, leaving every team member to individually decide on the display of critical information. A DISCRIMINATORS template allows for a constant form. It also keeps language succinct. Often, templates provide limited space for text, which enables team members to trim excessive words. Filling a DISCRIMINATORS template with content that is to-the-point and crucial to the Government (buying organization) will increase the Government’s (buying organization) willingness to work with your company in the future. A DISCRIMINATORS template ensures the same points and details are related every time. There’s no need to worry about missing information or what was done or not done previously.

 

A DISCRIMINATORS template reduces rework time: Having a template ready to go means team members (business development, capture, and proposal members) will not have to waste time building or creating a template from scratch. Team Members will simply use the DISCRIMINATORS template they need according to the requirements, and use it over and over again!

 

A DISCRIMINATORS template speeds-up completion time:  A template allows team members (business development, capture, and proposal members) to produce proposals in a small fraction of the time it would take to do traditionally (using a template saves at least 50% on labor costs and up to 75% on milestone schedules, consistently, and so on). A template is the perfect solution when team members need to get a proposal delivered quickly. Instead of rewriting entire documents each time they’re needed, templates enable a document to be created once and then reused over and over again. The only difference from document to document is the specific information being provided. This saves valuable time and money, because team members no longer have to reinvent the wheel when they work. All they have to do is open the DISCRIMINATORS template and start providing the required information.

 

A DISCRIMINATORS template helps make documentation manageable, reliable, and effective: By designing a DISCRIMINATORS template that fulfills all of the desired needs, your company can realize great savings on resources. And the proposal process itself will run a lot more smoothly.

 

A DISCRIMINATORS template applies best practices: A template provides a natural way to organize information, which helps team members (business development, capture, and proposal members) avoid missing the requirement. Its design incorporates best practices in usability from the ground up.

 

A DISCRIMINATORS template lets team members (business development, capture, and proposal members) focus on what’s really important: A huge plus is team members can spend time focusing on the content. A template removes the guesswork. Because information and details are outlined for team members, the purpose of the template is clear and concise, streamlining the proposal process.

 

A DISCRIMINATORS template is a great way to ensure effective content; and also good design: A template helps give your company’s proposal a great look and feel, in no time and without delay. Templates present information in a professional method, allowing for easier beginning to end proposal documentation. A template gives team members (business development, capture, and proposal members) the ability to return to previous documents to answer critical questions and adhere to preset timelines.

 

A DISCRIMINATORS template is a great source of inspiration! Team members (business development, capture, and proposal members) won’t have to waste time thinking about how to place the different elements or content, because the template organizes everything. The key is to have different design ideas ready-to-go, depending upon the pursuit. This way team members can put together a quick and great looking proposal without a lot of thought about the design.

 

A DISCRIMINATORS template can reduce errors by exhaustive compliance and requirement tests: Has your company ever submitted a proposal only to realize that certain aspects, such as DISCRIMINATORS, were missing? A template can fix this mistake by enforcing a consistent rundown of important points to include. A DISCRIMINATORS template outlines what elements need to be present to complete the form, leaving little room for absent essentials. In addition, a DISCRIMINATORS template will always ensure the full completion of the requirement. When specific information is required to fill the page, it’s more difficult for points to be accidentally left out. Before a DISCRIMINATORS template is released to the proposal process, it goes through several tests in different pursuits and conditions in order to eliminate bugs.

 

A DISCRIMINATORS template can save your company money: Preset forms are a useful tactic for repurposing your company’s assets without lofty expenses. While your company could hire a third-party to create a DISCRIMINATORS template, your business can also use internal, creative resources to develop the tool. Team members (business development, capture, and proposal members) can compete to create the company-wide DISCRIMINATORS template, which will encourage innovation. Either way, the cost of formulating one reusable DISCRIMINATORS template will be considerably less expensive than having to reinvent a document every time it is needed.

 

A DISCRIMINATORS template can ensure completeness: Templates ensure all necessary information is included in a proposal. Each time a DISCRIMINATORS template is used, specific details are required to fill in the page. This makes it hard to erroneously leave something out.

 

Templates have many benefits for companies that choose to utilize them, including cost- and time-savings, increased consistency, and the reduction of mistakes. These forms give team members (business development, capture, and proposal members) the opportunity to still be creative while providing a persuasive proposal to the Government (buying organization). The application of templates can grow your company’s business reputation and boost Government’s (buying organization) satisfaction.

 

Chapter 3: Discriminators Template

 

 

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About The Author

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WHO WE ARE

We are a team of talented and dedicated Business Development, Capture Management, and Proposal Management experts who WIN and WIN Big. We have helped our clients WIN billions in IT Service Contracts for the last 20+ years.

WHAT WE DO

For the last 20+ years we have provided senior level leadership for business development, capture, and proposal management to a multitude of companies (including SDVOSBs, VOSBs, 8(a)s, MBEs, Woman Owned, and Fortune 500s).

WHEN WE DO IT

We develop and implement the win strategy, beginning with pre-request for proposal activities and continuing through written / oral proposal development, negotiations, award, and transition.

HOW WE DO IT

We lead business development and capture teams in the development of winning proposal strategies for Public Sector clients in highly competitive environments.

WHERE WE DO IT

We are a North American-based company which can work globally. In fact, our breadth of international experience ensures our team considers the complexities of culture, language, and family tradition as part of our consulting work with companies and governments everywhere.

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Other Books by West Palm Consulting LLC

Please visit your favorite eBook retailer to discover other books by West Palm Consulting LLC:

How to Write a Business Case – for Anything

(Coming April 2016, available now on preorder at select retailers!)

 

A Guide to Winning Government Contracts Series

 

How to Write the Value Proposition

(Coming May 2016, available now on preorder at select retailers!)

 

How to Write Hot Buttons

(Coming May 2016, available now on preorder at select retailers!)

 

How to Write a Convincing Past Performance

(Coming May 2016, available now on preorder at select retailers!)

 

How to Write Discriminators

(Coming May 2016, available now on preorder at select retailers!)

 

How to Write Win Themes

(Coming May 2016, available now on preorder at select retailers!)

 

How to Write an Executive Summary

(Coming May 2016, available now on preorder at select retailers!)

 

Document

(Coming May 2016, available now on preorder at select retailers!)

 

How to Use Visuals in Proposals

(Coming May 2016, available now on preorder at select retailers!)

 

Words and Phrases to Avoid in Proposals

(Coming May 2016, available now on preorder at select retailers!)

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Visit our Website:

http://westpalmconsulting.com


How to Write Discriminators: A Guide to Winning Government Contracts

This eBook will introduce you to a simple process for developing DISCRIMINATORS that help your company achieve the objective of winning government contracts. It provides proven strategies for creating DISCRIMINATORS that crush the competition every time. This eBook takes the reader step by step through writing DISCRIMINATORS that are designed to convince the Government (buying organization) the particular product or service offered by your company adds more value or better solves a problem than other companies in the competition.

  • ISBN: 9781310945496
  • Author: West Palm Consulting LLC
  • Published: 2016-02-23 15:20:10
  • Words: 2614
How to Write Discriminators: A Guide to Winning Government Contracts How to Write Discriminators: A Guide to Winning Government Contracts