Proposal Writing Tools for Success

Course Details:

The proposal writing class supports development of winning federal government proposals through a disciplined approach that facilitates communication, scheduling, and content development. Firms that are successful in winning public sector contracts approach proposal development using a repeatable process that generates a predictable return on investment. The Institute designed the class to make small to mid-size firms highly competitive by learning techniques used by successful large federal contractors.

The purpose of the class is to establish a proposal development process that is predictable, repeatable, and measurable within the context of an overall BD program.

Topics covered in this course include:

• Proposal Methodology

The methodology builds good proposal discipline by establishing a common vocabulary, repeatable processes, formal roles/authority, and clear lines of communication.

• Capture Interface Feeds

The capture function of the overall business development process is the source of critical Information for the development of the proposal. Capture provides a clear picture of the win themes and customer hot buttons and specifically why the customer is requesting proposals. It also outlines the firm’s/competitors’ strengthens, and weakness (SWAT) that need to me addressed in the proposal.

• Overall Proposal Management

The proposal management process is repeatable across all proposals and generates metrics that management can use to implement adjustments.

• Proposal Planning

Proposal planning is the mechanism for planning and control of a specific proposal. It adheres to the corporate proposal methodology and provides additional details for a specific proposal

• Proposal Development

Proposal Development is the iterative process of developing the proposal specific content (narrative, graphics, pricing, small business plans, conflict of interest mitigation, safety plans, etc.).

• Proposal Production and Submission

The focus of Proposal production is the orderly production of perfect and professional proposal volumes (original and original). It starts at the end of Gold Team recovery and culminates in the timely delivery of the proposal.

• Post Proposal

The final duties of the proposal team are post proposal activities for improving the proposal process and identifying follow-up actions.

Learning Outcomes

• Define a common vocabulary, scheduling technique, and process
• Establish an approach to working with capture personnel to integrate their knowledge of the procurement into the proposal process
• Develop a proposal management program that is repeatable and measurable
• Institute a planning process that defines tasks, decision points, roles, and deliverables
• Learn techniques to facilitate content creation
• Establish a repeatable approach to production and delivery of a proposal
• Implement a lessons learned approach to provide continuous process improvement