Winning Proposals

I often get asked why would we hire an outside reviewer? We know our technical area, we know the customer, so what do you bring to the table? Here’s a short list. 1)     No rose-colored glasses.  Teams often have been immersed in the bid, revised 18 drafts, recall wording no longer included, and know too much about their own solution. External reviewers, on the other hand, judge as an evaluator would: skeptically, based only on what’s provided in writing. 2)     Real clear di

A veteran proposal manager recently exclaimed that I was the best proposal reviewer he had seen in two decades in the industry. This particular compliment got me thinking: What actually makes a proposal reviewer good?