Scribble Talk
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Scribble Talk

  • 314 Episodes
  • English
  • Last updated Dec 07, 2021
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At Scribble Talk Podcast, we document the journey of APMP veterans and the brightest bid & proposal minds in planet earth. To our listeners, please support our podcast. Your annual membership will help us to cover our costs to record, edit and host the digital audio vault of inspiring stories, teaching and talent episodes and more. Thank you for the love and support - Baskar Sundaram.

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At Scribble Talk Podcast, we document the journey of APMP veterans and the brightest bid & proposal minds in planet earth. To our listeners, please support our podcast. Your one time donation will help us to cover our costs to record, edit and host the digital audio vault of inspiring stories, teaching and talent episodes and more. Thank you for the love and support - Baskar Sundaram.

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Scribble Talk Teaching Episode 8 Solutioning Magic – No Fluff, Only BLUF (Bottom Line Up Front) with Marina Goren

Feb 17, 2022 • S04 E08 • 00:57:58

With Scribble Talk reaching the 20k downloads' mile stone, we are excited to kick-off the hunt for our Super Fan through our latest campaign and shower our biggest fan with amazing prizes.
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Marina Goren is the President/CEO of Smart BD Consulting – a successful MD/DC/NVA area Capture and Proposal Development firm. Over the past 8 years she has successfully grown her company to over 180 consultants serving over 60 Federal Government contracting clients winning over $15 Billion. She teaches numerous Proposal Development and Capture courses and was an APMP speaker since 2014.  

Solutioning Magic – No Fluff, Only BLUF (Bottom Line Up Front) 

Suggest you have few generic examples (without naming the details) of a fluff proposal and good solution based proposal that you can talk through 

Why Are Solutions Important?

What is a solution ? why its not the the response document? 

What is bottom line profit? 

Why some proposals sound like “fluff”

Lets talk about Government proposals first - 

Why do you think only the benefits are evident ? 

Is solutioning part of capture or proposal process or both? ​

The Government doesn’t know what they are buying – How true is this statement? 

What? Who? When? How? Why? – Government has more questions than answers, lets talk about this 

Assume we answered all the above questions, whats next? 

​then provide tangible benefits, then tell them where you have done it successfully = Strength/Significant Strength

Can you give some examples how this could be done? 

​How can we apply solutioning  for a quick turnaround and commercial proposals? 

Lets talk about Why Solutions So Hard? What are the 3 main issues? Lets pick one at a time and talk about it. 

1.Lack of Subject Matter Expertise (SME)

Result: Fluffy proposals – Losing bids

Fix: get experts or no bid!

2.Lack of Solutioneers/Facilitators (Capture Managers, Solution Architects, etc.)

Result: nuts and bolts described with no big picture or benefits to the customer (what are they buying?)

Fix: Hire professional help (or no bid if no sufficient budget)

3. Lack of Time/Patience

Result: Incomplete solutioning leads to lack of solutions

Fix: Be patient – it takes time….or if the timeline is very limited – no bid – it’s likely wired

In summary, what is the solution magic and how can solutions improve bottom line profit? ​

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