Successful Color Team Secrets

Monday Morning Contracting Tips

Dannie E. James Sr

JE Group LLC

Phone: 404-557-0027

Fax: 404-521-4018

www.jegroupllc.com

Proposal reviews are critical to writing a winning proposal and difficult to do well. Review teams must be correctly staffed, well organized, and carefully managed to help the writing team improve the proposal’s evaluation score. The color team review process does not include, step-wise, the review approach to arriving at a bid/no bid decision throughout the capture process, nor does it discuss the value or methods of performing win strategy reviews.  

The proposal development process includes formal proposal and pricing reviews called color team reviews. These reviews are the most cost-effective way to improve the proposal and ensure that the proposal receives the highest possible score in evaluation. The goal of the reviews is to audit the documents for compliance, win strategies, risk factors, cost effectiveness, and overall quality of message delivery that to ensure it will resonate with the client as determined by effective capture management and customer intelligence. A successful team review process results in a persuasive proposal that:

·         A persuasive proposal that meets all RFP requirements and conveys a unified message
·         A proposal that conveys a suitable and cost-effective solution in accordance with the Statement of Work (SOW)
·         Addresses the end user’s desires as defined through market intelligence and customer discussion prior to RFP release

Color Teams

o   Purple Team: Assesses the probability of winning (Pwin) and alignment with organizational goals

o   Blue Team #1: Reviews initial capture strategy and capture plan

o   Black Hat Team: Predicts competitors’ solutions

o   Blue Team #2: Reviews updated capture plan and solution set

o   Pink Team: Reviews storyboards and mockups to confirm solution set and to validate proposal strategy

o   Green Team: Reviews cost/price solution

o   Red Team: Reviews final proposal draft—including price—to predict how the customer will score the proposal

o   Gold Team: Approves final proposal and price
o   White Team: Compiles lessons learned from capture planning through proposal development to contract award

All The Best

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