What is the first thing you do when you start answering a federal government request for proposal (RFP)? For many, it is go to the Statement of Work, or Section C of the document.

However, I advise to begin with the evaluation criteria, usually found in Section M.

Why?

Because the art of writing a winning proposal involves understanding how the evaluation will be conducted, what are the factors the government evaluators will be looking for, and those important differentiators that will result in your win themes.

Here is a great article on using the evaluation criteria as the driver of your response.

 

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