Page 120 - Writing Winning Business Proposals

Identifying, Selecting, and Developing Themes 111

Psychologics Worksheet Cell 4

Evaluation Process/Criteria “What process/criteria will the buying committee use, collectively?”
“What is the prospect’s budget for this project?”
“How will the selection decision be made?”

“What collective evaluation criteria will be used?” Knockout Relative Weighting
1

2
3

4

5

100%

o
ogics W
s
k
r
c
y
o
h
l
h
tion pr
ua
l
eria
ess/crit
oc
a
e
, C
eet
v
4: E
ll
GU
RE
FI
FIGURE 7.3 Psychologics Worksheet, Cell 4: Evaluation process/criteria
Ps

7
.3
Though evaluation criteria are collective and may be written in a request for
proposal (RFP), they are not always specified in a section of the RFP that lists
and sometimes weights the criteria to be used in evaluating the proposal (see
Appendix G on reading and responding to RFPs). The following three criteria
were essential to consider in a recent proposal to manage a U.S. hazardous waste
program, even though the criteria did not appear in a lengthy RFP:
◉ National consistency: To demonstrate our commitment to accomplishing
national goals, consistency in approaches used to set priorities is essential in
a decentralized program. The strategic management framework identifies key
areas where national consistency is needed to ensure that we are achieving
progress in meeting national goals.
◉ Flexibility: Flexibility in setting program priorities is key to the regions and
states closest to environmental needs. The strategic management framework
must preserve regional and state flexibility while assuring progress toward
national goals.
◉ Trade-offs: We cannot implement the entire agenda at once. Strategic man-
agement planning recognizes the need for trade-offs. We all must articulate