Section L: instructions to offerors
Section L tells you how to build and submit your proposal. It is not optional guidance. Evaluators can deem your response non-responsive if you violate its instructions.
- Volume structure (how many volumes, what each contains)
- Page limits per section or volume
- Font, margin, and formatting rules
- Required forms, certifications, and representations
- Submission method, deadline, and number of copies
- Classification, marking, and handling instructions
Every item above belongs in your compliance matrix. Missing a page limit or submitting the wrong volume structure can disqualify an otherwise strong proposal.
Section M: evaluation factors
Section M tells evaluators how to score your response. It lists evaluation factors, their relative importance, and what evidence they expect for each.
- Evaluation factors and subfactors
- Relative importance or adjectival ratings
- What constitutes a strength, weakness, or risk
- Past performance evaluation method
- Price evaluation approach (LPTA, tradeoff, etc.)
- Oral presentation or demonstration requirements
Section M drives where your team spends time. If technical approach is significantly more important than past performance, your outline and page allocation should reflect that.
How L and M shape your outline
Your proposal outline is a direct mapping of Section L's volume structure, enriched by Section M's evaluation weights.
- Mirror L's volumes and sections. Do not invent your own structure.
- Allocate pages by M's weights. More important factors get more pages and your strongest writers.
- Cross-reference every L instruction in the matrix. Formatting compliance is not someone else's problem.
- Tag each outline section with its M evaluation factor. Reviewers should see the connection without guessing.
Common Section L mistakes
Exceeding page limits. Even by one page. Some evaluators reject the excess; others reject the entire volume.
Wrong font or margins. These are compliance requirements, not suggestions. Check them mechanically before submission.
Missing required forms. Representations, certifications, and cover sheets listed in L must be included in the correct volume.
Ignoring amendment changes to L. Amendments can revise page limits, add volumes, or change submission instructions. Re-read L after every amendment.
Common Section M mistakes
Writing equally across all factors. If M weights technical approach above past performance, your page count and reviewer assignment should reflect that.
Ignoring subfactors. Subfactors are scored separately. Address each one explicitly, not as a single paragraph.
Burying strengths. Put your strongest proof points where M tells evaluators to look. Do not make them hunt.
L and M in your compliance matrix
| Source | Matrix category | Example row |
|---|---|---|
| L.4.2 | Formatting | "12-point Times New Roman, 1-inch margins" maps to "All volumes" |
| L.6.1 | Submission | "Electronic submission via PIEE by 2:00 PM EST" maps to "Admin checklist" |
| M.3.1 | Evaluation | "Technical approach (40%)" maps to "Volume II, Section 3" |
| M.4.2 | Evaluation | "Past performance (25%)" maps to "Volume III" |
For the full shred process, see how to shred an RFP. For building the matrix itself, see what is a compliance matrix.
