Proposal writing is both an art and a science. The art part is the solution that the customer believes will solve their problem with minimal risk. Often several pages of creative solution content will swing a win. It doesn't matter if the solution is information technology, management consulting, program support, or a product.

They are looking for:

Risk aversion, risk aversion, and risk aversion; the three R's of proposal writing
Feasibility and practicality of solution (their perceived solution, not yours)
Speed of implementation
Speed of staffing
Uniqueness of staff
Proven capability to solve the problem
Nearness to customer
Special facility
Unique features and benefits
Unique management capabilities

You must sense what they want and deliver it on paper. Not knowing what they want beyond the scope of work in the Request for Proposal would indicate a no-bid; someone else knows precisely what they want. Needing work as a reason to bid is a danger signal, and bidding for this reason will ultimately overwhelm your proposal writing resources.

Now the science part. Automate the proposal outline, use templates, maintain a database of up-to-date resumes and corporate qualifications, use model management plans, etc. All of these steps create time for the art.

Fedmarket's Seminar Calendar 

--------------------------------------------------------------------------------

Call Fedmarket's sales staff at 301 652 9504 and press 2 if you have questions concerning these or any other products or services Fedmarket offers.