“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.