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Marina Goren is the President/CEO of Smart BD Consulting \\u2013 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. \\xa0

Solutioning Magic \\u2013 No Fluff, Only BLUF (Bottom Line Up Front)\\xa0

Suggest you have few generic examples (without naming the details) of a fluff proposal and good solution based proposal that you can talk through\\xa0

Why Are Solutions Important?

What is a solution ? why its not the the response document?\\xa0

What is bottom line profit?\\xa0

Why some proposals sound like \\u201cfluff\\u201d

Lets talk about Government proposals first -\\xa0

Why do you think only the benefits are evident ?\\xa0

Is solutioning part of capture or proposal process or both? \\u200b

The Government doesn\\u2019t know what they are buying \\u2013 How true is this statement?\\xa0

What? Who? When? How? Why? \\u2013 Government has more questions than answers, lets talk about this\\xa0

Assume we answered all the above questions, whats next?\\xa0

\\u200bthen 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?\\xa0

\\u200bHow can we apply solutioning\\xa0 for a quick turnaround and commercial proposals?\\xa0

Lets talk about Why Solutions So Hard? What are the 3 main issues? Lets pick one at a time and talk about it.\\xa0

1.Lack of Subject Matter Expertise (SME)

Result: Fluffy proposals \\u2013 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 \\u2013 it takes time\\u2026.or if the timeline is very limited \\u2013 no bid \\u2013 it\\u2019s likely wired

In summary, what is the solution magic and how can solutions improve bottom line profit? \\u200b