"What do they want?"
"They want a list of the projects that you've handled that are similar to this one."
"That's fine. I spent a couple of decades handling projects like that."
"They've only interested in the ones you've done in the past three years."
"I haven't handled any like that in the past three years. Near the ball park perhaps, but not quite in."
"Yeah, then those won't do."
"But this is crazy. I've taught workshops on the very core subject of their RFP. A large portion of my professional career has been based on it. I even formed a professional association devoted to disseminating knowledge in that area."
"That's very impressive, but they are only interested in the last three years."
"What's so magical about the last three years?"
"A narrow and recent focus makes the job of the screening board much easier."
"Oh, I misunderstood. I thought the job of the board was to find and select the best candidate. How stupid of me."
Michael-
ReplyDeleteIt's an interesting conundrum. I've always been conscious of the types of programs that I present as samples of our work since being taught to pay attention to release dates. Didn't mean that older projects weren't relevant - but there was a "freshness factor" to be taken into account.
The depth and range of experience is not being questioned. The content is.
The client, at this point, gets to choose the contents for your presentation. But - you get to choose
how you present those contents.
Their request is a distraction in a sense. Consider it part of the proposal process.
- Jeff
Jeff,
ReplyDeleteAll good points. If the client is flexible, I say full speed ahead and work in the relevant experience. With some government agencies, however, they will strictly follow the criteria.
The "newness" factor can also be comparative. I've seen programs touted as new and innovative that I developed - and this is no exaggeration - 20 years ago.
I'm always amazed that when I make a presentation and bring samples of our work, some potential clients look at it like they've never seen these things before. And none of the concepts are brand new! Things that we, and the rest of our niche, have been doing for years and years!
ReplyDelete"Newness", as you say, is comparative - and relative to the clients' own experience.
Can't advise you on government work - I've worked for companies that specifically avoid it!
- Jeff