A proposal methodology requiring responses to each SOW paragraph, rather than the production of plans and functional descriptions of how the Work will be done.
Excessively tedious to write, edit, review, and evaluate.
Not seen much these days in the sense of a formal requirement, but damnably difficult to get rid of at the informal level. Every executive or proposal-management consultant has a story about having been penalized by evaluators for *not* responding to every SOW line item, even when this was not specified. The low-risk approach is thus seen as responding para-by-para anyway, in addition to meeting the actual response requirement.
Clients have it in their hands to prevent this:
- By simply and explicitly stating that a para-by-para response is neither required nor wanted
- By scrubbing their response instructions for vague expressions that could be interpreted as requesting a para-by-para response
Simple, eh? But I’ve never seen it done . . .