Why a Proposal Debrief Matters More Than You Think
A sigh of relief is the first reaction after finally hitting that submit button for a proposal response. The endless efforts of pulling together content are all behind you. Putting that proposal behind you and moving on to the next is tempting. You know another RFP will be coming soon.
I get it. I’ve been there. Submitting a proposal is a big achievement. But there is still more to learn—in the post submission debrief.
Why Debrief Conversations Matter
Before getting into the management side of proposals, I hadn’t ever attended a debrief. It just wasn’t in the realm of my responsibilities. But eventually I was able to sit in on a formal debrief with an agency after a loss. I remember thinking it would be so awkward to hear why we lost the bid.
Instead it was eye-opening. The contracting officer walked us through how our proposal was scored, where we were strong, and where we met expectations. It was practical feedback, and for the first time I saw exactly how evaluators think. The next time we bid, we adjusted based on real feedback which made a difference.
This helped me realize proposals aren’t just about one contract. They’re about getting better every time.
A debrief helps you:
See your proposal through the government’s eyes.
Understand what resonated and what didn’t.
Figure out whether you’re telling your story in a way that’s clear and compelling.
Catch gaps in compliance or detail before they become repeat mistakes.
Internal Debriefs Count Too
Not every agency gives detailed feedback. Sometimes you’ll just get a few generic notes being read from the evaluation scoresheet. In this case, an internal debrief is just as important to understand What worked well? What didn’t? What do you never want to repeat?
Teams may realize during these talks that their draft process was too rushed, or that roles weren’t clear, or that a single missing piece derailed a section. These aren’t dramatic mistakes—they’re the kinds of small process things that can be fixed once you actually take a step back.
