Glossary

Question 1

This part of an offer resolves a customer issue. There must be a feature that clearly allows this part to be realized

Answer 1

Benefit

Question 2

A tool used to compare a potential offer against possible competitor offers as judged by the customer

Answer 2

Bidder Comparison Matrix

Question 3

A customer request for a document that describes our final price.

Answer 3

Best and Final Offer (BAFO)

Question 4

Documented analysis, strategies, and actions initiated following the pursuit decision that details customer issues, considerations relating to competitor and internal positioning, approaches to be implemented, and management tasks to be implemented to guide the capture of a specific opportunity.

Answer 4

Capture Plan

Question 5

A systematic process for comparing your processes with those of other recognized leaders in your field or industry to identify and close gaps.

Answer 5

Benchmarking

Question 6

A decision milestone after the customer releases an RFP to address obstacles to winning that were identified in the opportunity plan.

Answer 6

Bid Validation Decision

Question 7

A list of specific customer requirements, often splitting complex, multi-part requirements into subrequirements. It also helps Proposal Managers and Internal Reviewers verify that the proposal meets all requirements.

Answer 7

Compliance Matrix

Question 8

A meeting with the customer after an award to obtain feedback on how your proposal scored in the evaluation.

Answer 8

Customer Debrief

Question 9

A short meeting held at the same time every day during the proposal development phase. Its purpose is to keep the proposal team focused on near-term tasks. When managing a virtual team, it often involves the use of web conferencing, teleconferences, and email.

Answer 9

Daily Stand-Up Review

Question 10

Requests to members of your company and teaming partners for data to be used to build proof points and answer specific financial, demographic, and experience-related questions.

Answer 10

Data Call

Question 11

Tangible aspects of the seller’s product or service. They are normally measurable and demonstrable.

Answer 11

Feature

Question 12

A sophisticated tradeoff analysis used to highlight a competitor weakness or downplay a competitor’s strength. When using these techniques, competitors are not named.

Answer 12

Ghosting

Question 13

Singularly important issues or sets of issues that are likely to drive decisions, usually associated with customer buying decisions. They are items that the customer repeatedly discusses and often are problems with a system, software, process, or resources inhibiting the success

Answer 13

Hot Buttons

Question 14

The optimum balance achieved by using the latest technologies, cost structures, styling, features, and services, and then successfully matching what is “new” to customer or end-user needs at the optimum price.

Answer 14

Innovation

Question 15

Your customer’s perception of what the product or service you are proposing is worth to them. It can be measured only qualitatively.

Answer 15

Intangible Value

Question 16

A meeting that initiates the proposal effort for all contributors, answers questions about the opportunity, assigns writing tasks, coordinates upcoming activities, and creates a cohesive team.

Answer 16

Kickoff Meeting

Question 17

An agreement setting forth the terms and conditions under which participants agree to cooperate in the performance of a specific customer engagement or program. It is an agreement between two companies that documents team guidelines and work scope.

Answer 17

Memorandum of Understanding (MOU)

Question 18

Six strategies that can be used to influence decision-making. These include reciprocity, consistency, social proof, liking, authority, and scarcity.

Answer 18

Principles of Influence

Question 19

Pieces of information Proposal Developers use to support the soundness of a solution. They often describe performance on similar past efforts and can take the form of project data, case studies, customer quotes or testimonials, awards or recognition earned, and more.

Answer 19

Proof Points

Question 20

A framework for content and organization based on customer requirements. The outline may be annotated to show writing responsibilities and page allocations or limits.

Answer 20

Proposal Outline

Question 21

Your customer’s perception of what the product or service you are proposing is worth to them. It can be quantified numerically as money saved, time saved, percent improvement, and numbers of savings/reductions.

Answer 21

Tangible Values

Question 22

A short articulation to the customer of the main point in a proposal section, typically linking a discriminating feature to a benefit.

Answer 22

Theme Statement

Question 23

A statement in a proposal that specifically addresses how aspects of an offer positively affect the customer’s business. It should provide customer-specific statements that are quantified and describe tangible and intangible value.

Answer 23

Value Proposition