What Should Proposal Teams Focus On?

Proposal writing can be an extensive and demanding process. There are different teams that work on a project including capture management, business development team, technical writers, reviewers, etc. The complexity level of RFPs and deadlines to meet can be frustrating; sometimes, proposal teams become inattentive to some major issues and focus on details that don’t weigh much in the evaluation process.

Below I have listed some elements that proposal teams should carefully consider in order to improve chances to secure a government contract.

4 Elements to Carefully Consider

  1. Preparing a competitive solution

Many companies try to explain their capabilities at all costs, but forget to make a market & competitive assessment. You must develop a plan and define what you need to do to prepare a competitive solution. While focusing on unimportant details, you may forget that competition increases the complexity of the federal contracting process.  Next time you’re working on a great project make sure to follow these steps when preparing your response:

  • Analyze Competition
  • Identify a Strategy
  • Develop Measuring Criteria
  • Build Your Solution
  1. Winning

The utmost objective of every contractor is to make their customer prefer them over all competitors. With this in mind, set priorities and base them on the evaluation criteria stated in the request for proposal. RFPs can be capacious and have many sections, but, you don’t have to go through them all in detail. The most important sections that you must carefully read first and thoroughly comprehend are:

  • Section C – Statement of Work
  • Section L – Instructions
  • Section M – Evaluation Factors

Don’t waste your time in analyzing every word you write, the style and graphics. Although all these features are important, what matters the most is the strong message that you’re conveying in your proposal. If you are capable to effectively communicate your core message and if it matches Government’s needs and requirements – the contract is yours!

  1. Content planning

The process of technical writing in proposal development is almost the last one. You’ll break down every piece of information you have collected during the course of the market assessment. Then you’ll need to process, filter and put them on paper. Before starting to write your solution, you need to create a content plan in order to develop a compelling and compliant response. A well-structured content plan can help you save time, add or delete different items before the writing process starts.

  1. Technical Approach

Federal officials and decision makers evaluate whether your proposal reflects a clear understanding of the scope of work. You need to demonstrate how you’re planning to conduct the job while meeting all the requirements set in the RFP. The proposal is the only way you can communicate your skills and capabilities, as well as promote the services you provide or products you sell. You need a strong technical approach and keep your response concise and customer-oriented.

If you want to increase your P-Win, you must carefully think about the needs of your customer and address properly every requirement listed in the solicitation.

By |2018-04-24T03:33:42+00:00May 1st, 2018|Uncategorized|Comments Off on What Should Proposal Teams Focus On?

About the Author:

Pierre Giroux is a business development leader focused on Strategic Federal Opportunities. He leads bid and capture teams focused on Federal Government programs.