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Like resumes, in many companies corporate experience information is out of date, incomplete, and scattered throughout the company. The information for both should be maintained centrally in a standard form. When writing a proposal, the standard information can then be reworked to reflect the requirements of the RFP.

Proposal writing is all about perception. A well written corporate experience description tailored to the requirements of the RFP can make a company look exceptionally well qualified for a specific contract. Standard and sketchy corporate experience descriptions make a qualified company look average, marginal, or small. Similarly, a well written and tailored corporate experience summary can make a small company look big and exceptionally well qualified.

Experience summaries should be updated on a quarterly basis and clearly describe the tasks and requirements associated with existing contracts. Companies with more than 10 to 20 projects should control the experience summaries using the Proposal Database. New summaries should be added as contracts are started.

Like resumes, corporate experience summaries should be tailored specifically to fit the requirements of the RFP. Not tailoring corporate experience information is a grievous error.

Unless specifically requested in the RFP, it doesn't matter what format you use (table, double columns, headers and text) but a professional look and feel does. Again, relevance and perception rule.

Don't provide more project descriptions than asked for in the RFP. They will not gain you any evaluation points and evaluators hate to read information that was not requested.

Example Corporate Experience Summary

Agency:	Title of Project:
Contracting Office
Contract Number
Contract Type
Total Contract Value
Contracting Officer
Program Manager
Administrative Contracting Officer
Major Subcontractors
Contract Work Description