Opinion: ‘Show me, don’t tell me’ now the norm in government contracting

“Contracting source selection has traditionally revolved around the evaluation of detailed proposals produced in response to requests for proposals. Proposal writing was an arcane skill, serving as a barrier to entry for firms new to the government marketplace and taking lots of both time and resources for contractors and government evaluators alike.”

“More recently there has been a surge in what are often called “tech demos.” These represent a radical re-imagination of source selection in the direction of “show me don’t tell me.” The basic idea is that those wishing to bid on work send company representatives to a government location for a fixed amount of time — ranging from a half day to several days – to work …”

“There are numerous attractive features of the use of tech demos. The most obvious is that the information the government gets from a tech demo can be much more useful than information in a proposal — as the name indicates, in a tech demo bidders show what they can do rather than just making representations.” Read the full article here.

Source: ‘Show me, don’t tell me’ enters the government contracting mainstream – By Steve Kelman, March 19, 2019. FCW.


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