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Proposal Development Process Improvement > Learn How to Feature the Most Import... - Pg. 151

140 Chapter 5 Define Problem: High rad waste volume. Map the cause-drivers and identify solutions to decrease rad waste volumes. At a minimum, you will identify solution opportunities for client consideration, and recommend the solutions that meet their needs. As mentioned before, if you raise the bar from the perspective of TEB members in terms of what is possible (i.e. you recognize issues that were overlooked by your competitors), you have succeeded in creating a discriminator. "Win themes" must be developed based on discriminators, especially discriminators that capitalize on client hopes, fears, and biases (the popular U.S. slang expression is "client hot buttons"). Each discriminator on your Discriminator Matrix has a column for perceived hope, fear, and bias. Discriminators exploit customer hopes, fears, and biases. Consider ranking the Top Five from your perspective and the client perspective based on RFP evaluation criteria. Cause map those risks, including risks for your technical approach, and your team will be capable of demonstrating and substantiating a complete mastery of risk management in your proposal. The discriminator discipline described above was pioneered in the late 1970s/early 1980s by the late Mr. James M. Beveridge. Mr. Beveridge invented the term "discriminator" for proposal differentiation and refined his methodology by assisting firms on large proposal competitions. The Beveridge discriminator methodology became popular among many