When it comes to federal and commercial construction, the work starts long before we break ground. It starts with a proposal — and around here, proposals are a team sport.

Every successful submission is built through a series of structured, collaborative reviews we call color team reviews. These checkpoints keep us strategic, compliant, and laser-focused on what matters most: showing the client we understand their needs and can deliver.

Here’s how it all comes together.

Where the Color Team Concept Comes From

You might be wondering — who came up with the idea of “color teams” in the first place?

The color team review process was born out of federal proposal management practices developed in the 1970s and 1980s. Large government contractors like Lockheed Martin and Boeing needed a structured, repeatable way to plan, write, and review complex proposals under tight deadlines.

The approach was later refined and popularized by Shipley Associates, whose Proposal Guide and business development lifecycle formalized the color team framework that many firms still follow today. Over time, organizations adapted it to fit their workflows — adding or renaming color stages — but the goal has always remained the same: to bring structure, objectivity, and collaboration to the pursuit of winning work.

At ACE Consulting, we’ve built on that foundation — tailoring it to our own process and culture — so that every proposal we submit reflects strategic thinking, technical excellence, and teamwork from start to finish

White Team – Building the Game Plan

Before a single sentence is written, our White Team sets the direction. This is where we figure out how we’re going to win — what makes us different, what the client really cares about, and how our story will come together.

Think of it as the “strategy huddle” before kickoff.

Goal: Lock in a clear, approved game plan and messaging foundation.

Blue Team – Setting the Structure

Once we know the strategy, it’s time to get organized. The Blue Team turns ideas into a blueprint — mapping every RFP requirement, building the outline, and making sure nothing slips through the cracks.

By the end of this stage, our writers know exactly what to write and how it ties back to compliance.

Goal: A solid, compliant structure that sets writers up for success.

Pink Team – The First Big Check-In

The Pink Team is our first reality check. They review the draft to make sure it’s clear, consistent, and on-message. It’s not about catching typos — it’s about making sure the story lands.

The feedback here helps us tighten our message before the big review ahead.

Goal: Actionable feedback to strengthen clarity, compliance, and flow.

Red Team – Seeing Through the Customer’s Eyes

This is the moment of truth. Our Red Team steps into the customer’s shoes and evaluates the proposal as if they were the ones awarding the contract.

They score it against the actual RFP criteria, just like an evaluation board would. The feedback from this team is brutally honest — and that’s exactly what we need.

Goal: Identify gaps, refine messaging, and ensure the proposal is truly compelling.

Green Team – Validating the Numbers

While the Red Team focuses on words, the Green Team digs into the numbers. They make sure our pricing is realistic, defensible, and tells the same story as our technical and management approach.

Because at the end of the day, the best proposal is one that balances value and credibility.

Goal: Confirm that pricing aligns with strategy and adds up to a winning offer.

Gold Team – The Final Polish

The Gold Team is our last stop before submission — a final, executive-level review to ensure every word, number, and visual reflects our best work.

By this point, the proposal should read smoothly, hit every requirement, and feel like a cohesive story. Once leadership signs off, it’s go time.

Goal: Deliver a proposal that’s compliant, compelling, and ready to win.

How It All Works Together

Each team builds on the last. The process flows from strategy → structure → storytelling → validation → approval, ensuring nothing is left to chance.

When you skip a stage, you risk compliance issues, missed details, or weaker messaging. When you follow the process, you give your team — and your client — confidence that the solution you’re presenting is rock solid.

A Few Things We’ve Learned Along the Way

• Start early. Scheduling reviews ahead of time saves stress later.
• Get fresh eyes. Reviewers who weren’t involved in writing spot things others miss.
• Be constructive. Treat reviews like coaching, not criticism.
• Capture lessons. Every proposal teaches something new — don’t lose that insight.

Winning work in this industry isn’t luck — it’s process, teamwork, and attention to detail.

Our color team reviews help us do more than submit proposals. They help us tell our story clearly, build trust with clients, and show — from the very first page — that we’re a partner they can count on.