Proposal Instructions and Evaluation Criteria: The Difference
Proposal instructions tell you what to submit and how to submit it. Use this practical checklist to prepare your next federal pursuit.
Proposal instructions tell you what to submit and how to submit it. Evaluation criteria explain how the agency will assess the offer. Your response needs to account for both.
Start with the evidence
Where the solicitation uses Sections L and M, read them together. Other formats may place instructions and criteria elsewhere. Find the actual requirements rather than relying on section names alone.
Turn the review into a decision
Make two linked lists: required response elements and assessed evidence. A complete upload can still contain weak evidence, while persuasive content can still violate an instruction.
A practical example
If an instruction asks for a staffing plan and an evaluation factor values transition risk, the plan should explain availability, onboarding and continuity—not only list job titles.
Your working checklist
- Required volumes: record the supporting fact, owner and next action.
- Format and limits: record the supporting fact, owner and next action.
- Submission method: record the supporting fact, owner and next action.
- Evaluation factors: record the supporting fact, owner and next action.
- Evidence for each factor: record the supporting fact, owner and next action.
What to do next
Write down the unresolved issue most likely to change your decision. Assign someone to resolve it before committing more proposal time. Keep the result in your pursuit record so your next review starts with evidence rather than memory.
For related guidance, read our proposal evaluation briefing. If you need help applying the review to your business, see our proposal support scope and pricing.
References
The checklist and illustrative example are editorial planning tools. The solicitation and applicable program requirements govern each live procurement.