The document discusses color team reviews, a best practice in proposal management. Color team reviews provide structure and process to proposal development and enable feedback from critical proposal team members to ensure the proposal is compelling, complete, and compliant. The document outlines the six typical color reviews: Blue Review focuses on the outline; Pink Review provides an initial draft read; Red Review ensures a complete first draft; Green Review addresses pricing; Gold Review perfects the proposal; White Review performs a final page-by-page review. Color reviews help proposals meet the three C's - complete, compliant, and compelling - and increase the chances of winning a government contract.

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6. Color Team Reviews

7. Color Team Reviews
A Best Practice in Proposal Management because they:
Provide structure and process to proposal development,
Enable feedback of critical members of the proposal team,
Ensure your proposal is on the right path to win the contract with content that
is compelling, complete, and compliant.
Six Reviews: Blue, Pink, Red, Green, Gold, White
2019 – Fed Gov Con Webinar Series - Washington DC
JSchaus & Associates

8. #1 - BLUE REVIEW
Great if you can pull it off, because you don’t want anyone grousing about the
outline later!
Outline is reviewed, approved;
Assignments are distributed to writers and SMEs;
Win themes, features and benefits identified;
Weaknesses, vulnerabilities, gaps discussed;
Competitive landscape identified (ghosting!);
Resumes or names of proposed staff put forward.
2019 – Fed Gov Con Webinar Series - Washington DC
JSchaus & Associates

9. #2 - PINK REVIEW
A read through of an initial draft to ensure we’re on the right path, that we’re
telling a winning story.
Content in every section, even if incomplete;
Graphics and tables included or identified with a placeholder;
Missing content is discussed, assigned to someone who can help;
If key senior exec cannot attend, he or she should be briefed.
2019 – Fed Gov Con Webinar Series - Washington DC
JSchaus & Associates

10. #3 - RED REVIEW
A complete document, with changes from Pink Review addressed!
Completed sections with content, graphics, should be in place;
Resumes should be completed, or near completion;
The document, at this point, should meet the 3-C Criteria:
complete, compliant, compelling;
Executive buy-in of the solution needed – especially for pricing purposes.
2019 – Fed Gov Con Webinar Series - Washington DC
JSchaus & Associates

11. #4 - GREEN REVIEW
Pricing
Often, the Proposal Manager and proposal writers are not involved –
especially if they’re contracted;
Pricing needs to reflect and support the solution;
Pricing needs to follow the RFP guidelines and associated templates and
requirements;
Proposal often lose on pricing – too expensive or not reflective of the solution.
2019 – Fed Gov Con Webinar Series - Washington DC
JSchaus & Associates

12. #5 - GOLD REVIEW
All about perfection!
Does it read well?
Is it grammatically correct?
Is it priced to win (PTW)?
Typically, high level executives conduct the Gold Review, with the help of an
editor or two to ensure content is grammatically and structurally sound and
that graphics and tables are formatted and in place.
2019 – Fed Gov Con Webinar Series - Washington DC
JSchaus & Associates

13. #6 - WHITE REVIEW
Often called “White Glove”
Not just for paper proposals – CDs should also get the treatment;
Review page by page for any marks;
If multiple copies are required, a team should be doing this together, with the
proposal manager announcing the turning of each page;
For CDs, make sure they are labeled correctly and that each file is included;
Run the CD to ensure that the file can be opened.
2019 – Fed Gov Con Webinar Series - Washington DC
JSchaus & Associates

14. CONCLUSIONS
Some companies may resist the idea of color reviews – find them too ‘process
oriented’;
Work with them to try to put the discipline in place, but also know your client
or company and be flexible about reviews;
In these cases, there may be spillover – for example, a ‘magenta’ review or a
second red review.
2019 – Fed Gov Con Webinar Series - Washington DC
JSchaus & Associates

15. THANK YOU!
JSchaus & Assoc.
Washington DC
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www.JenniferSchaus.com
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Speaker: Regina Lapierre
Email: Lapierre.regina@gmail.com
Phone: 301-785-1166