Proposal Writing

Imagine you are confident about your technical proposal and you have put a lot of resources into crafting it. You impatiently wait to find out if you won and then….. you lose because of subcontractor-sabotaged pricing, last minute staffing changes that affected both the technical and price volume, and overlooking an obscure clause in the RFP that impacted your pricing.

Too many price proposals are changed in the hour before you push the “send” button on the electronic submission.

Federal evaluators are inundated with proposals. Imagine receiving a box full of proposals and being asked to review them by Monday. Is this a job you would tackle with enthusiasm or would you figure out a way to get it done as easily and as painlessly as possible? The key to writing federal proposals is to think like a federal evaluator.

Here is a look into how federal evaluators think:

The goal of the better proposal writers I have known is to win 80% of everything they write. This doesn't sound as good as 93% or 97%. But the 80% number is do-able for skilled practitioners in real life.

So how do they prepare a winning proposal?

Now that all Federal appropriations have been passed by Congress and signed by the president, proposal personnel can breathe a sign of relief. Last year business was slow because the gridlock in congress slowed the appropriations process down so much. We expect that this year will resemble 2010, when business was good, healthy and strong.

We are optimistic that the volume of solicitation releases / proposal activity in the fall will be higher than usual. Due to the latest ever passage of final appropriations in 2011, there was not enough time remaining to process all the procurements needing to be processed prior to end of the fiscal [...]

Should you write the Executive Summary first and build your proposal to support it, or should you write it last, as a summary of all the material developed in writing the proposal? There are good reasons for taking either approach, but which is best for you will depend on your circumstances and goals.