In "Installment 31: Integration of Sales and Proposal Writing," we recommended that you integrate the sales and proposal- writing process. Guidelines, procedures, and templates should be developed for the following interrelated processes and then the processes should be tied together into a single automated system.

Start with the Customer Database and Customer Intelligence Questionnaire. Use Microsoft Access or similar database software to develop a simple customer opportunity tracking system. Include a Customer intelligence Questionnaire as part of the database. The questionnaire should include key questions such as:

• Who wrote the RFP and who is on the Evaluation Committee?
• Who do we know at the agency and are they on the evaluation committee?
• What are the prospective customer's problems and how can we solve them?
• Who are our competitors and what does the customer think of them?

The overall process should start with the development of a relationship with the customer and end with a winning proposal. Use the Customer Questionnaire to develop Selling Points. Use the Selling Points to develop a draft Executive Summary and detailed proposal outline. Write the proposal from the detailed outline. Guidelines and automated procedures should be developed and tied together using a web-based system. The processes are as follows:

• Executive Summary
• Proposal Outline
• Compliance Matrix
• Deconstruct the RFP
• Proposal Schedule
• Kickoff Meeting
• Technical Approach
• Management Plan
• Personnel
• Corporate Experience

HTML procedures should link to downloadable Word documents for templates and tables that will become part of the proposal.

You can build your integrated sales and proposal-writing processes in-house or you can purchase CRMFederal, Fedmarket's new web-based software product. The new CRMFederal product includes the Proposal Architect, our current proposal writing product. Current owners of the Proposal Architect will be provided with access to CRMFederal at no charge.

CRMFederal is comprised of ten web-based tasks. Upon completion of the tasks, the user will have a completed proposal. Processes within tasks are activated through a web browser. Model proposal text and templates are provided in downloadable Word format.

Call Matt Hankes at 301.652.9507 for additional information on CRMFederal.

Sharpen your proposal-writing skills by attending one of Fedmarket’s seminars at the Federal Sales Academy in Bethesda, Maryland.

We offer two proposal courses, "Writing and Managing Winning Proposals" and "Capture Planning/Advanced Proposal Writing."

Visit our seminar calendar for upcoming dates and locations or call our seminar coordinator, Suzie White, at 301.652.9504.

If you need help with any other product sales, call or write as follows: (888) 661-4094 x8 or sales@fedmarket.com.