The art of the data call: proof points that POP - Lohfeld Consulting

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1. In today’s blog post, Lisa Pafe follows up on her 7 questions to ask before RFP release with insights on crafting effective data calls… “Here are some examples of typical bland proposal statements that beg the reader to ask for proof:” We enjoy high levels of customer satisfaction. How high?

   In Proof and social proof

2. We know staff retention is of utmost importance to the project. Our retention rate across the company is 90%, compared to 82% industry-wide for similar IT positions. On help desk projects such as this one, our retention rate is 98% due to our focus on leveraging Help Desk Institute certifications and best practice processes. “P: (Verifiable) Proofs” Our company has performed 24 software development projects for 13 customers over the past 3 years, all of which were performed at Capability Maturity Model Integration (CMMI) Level 3 or higher. We have the reach back to staff the task orders through 5,700 qualified and cleared IT personnel across the team, of which 750 hold the required Information Technology Infrastructure Library (ITIL) Foundation certification, 25 are ITIL Experts, and 5,000 hold Secret clearances or above.

   In Proof and social proof

3. In my previous blog, I discussed 7 questions to form the basis of the data call. But, how do you ensure that your proof points are any good? Here are some examples of typical bland proposal statements that beg the reader to ask for proof: “We enjoy high levels of customer satisfaction. How high?” We have low employee turnover. Compared to what?

   In Proof relevance and matching

4. We enjoy high levels of customer satisfaction. How high? “We have low employee turnover. Compared to what?” We offer relevant experience. In what?

   In Proof relevance and matching

5. We have low employee turnover. Compared to what? “We offer relevant experience. In what?” We have the personnel reach back to rapidly staff task orders. Prove it!

   In Proof relevance and matching

6. In my previous blog, I discussed 7 questions to form the basis of the data call. But, how do you ensure that your proof points are any good? Here are some examples of typical bland proposal statements that beg the reader to ask for proof: “We enjoy high levels of customer satisfaction. How high?” We have low employee turnover. Compared to what?

   In Quantified outcome proof

7. Verifiable facts such as PPIRS ratings that can be confirmed by the Source Selection Board (SSB) “External, unbiased third parties such as industry appraisals or customer quotes that offer confirmation” Data aggregation that shows size and strength

   In Third-party credentials

8. We offer relevant experience. In what? “We have the personnel reach back to rapidly staff task orders. Prove it!” By crafting an effective data call, you get proof points that POP as shown in the following examples.

   In Trust and proof objections

9. In today’s blog post, Lisa Pafe follows up on her 7 questions to ask before RFP release with insights on crafting effective data calls… “Here are some examples of typical bland proposal statements that beg the reader to ask for proof:” We enjoy high levels of customer satisfaction. How high?

   In Trust and proof objections