Proposal Writing
A Renewed Emphasis on Proposals
By Richard White
Jan 14, 2008, 14:18

There is a widespread perception that the preparation of an extensive and exhaustive proposal is a necessary evil inherent to doing work with the federal government. The foregoing has been true when one is talking about responding to published Requests for Proposals (RFP's). On the other hand, federal agencies using multi-vendor contracts, such as GSA Schedules or Government-wide Acquisition Contracts (GWAC's), to purchase solutions have not typically been particularly stringent in requiring full-blown proposals in response to task orders. Two recent developments have caused agencies to reexamine proposal requirements for task orders and agencies are now starting to require vendors to submit full (or nearly full-blown) proposals in response to task orders. The developments are as follows:

1. The press and Congress publicly debating whether multi-vendor contracts meet the competition test required under applicable federal regulations.
2. Representative Henry Waxman and the Democrats are making political hay over contract fraud and abuse.

As a result of the issues discussed above, federal agencies are tightening the screws on vendors holding multi-vendor contracts. Federal officials don't want to read proposals any more than companies want to write them. But the same officials will do whatever is necessary to keep the auditors at bay.

The award of most task orders is not particularly competitive because of advance, front-end selling on the part of the multi-vendor contract holders. As with the preparation of proposals drafted in response to a public RFP, vendors should respond to task-order proposals with a defensive proposal in hand. The submitted proposal should defend the sales beachhead that you have established with the customer prior to the issuance of the task order. To refresh your memory, a defensive proposal has the following characteristics:

1. It presents a creative and practical solution from the customer's perspective.
2. The proposal gives the customer what he or she wants; no more and no less.
3. It meets each and every requirement of the RFP.
4. The proposal is free of sales fluff and unsubstantiated claims.
5. It is clear, concise and easy to read.

A defensive proposal is written with a goal in mind of being the last one standing. The key is to stave off elimination. In writing federal proposals, the best offense is a great defense.

A Proposal Solution for Small Businesses

The Proposal Architect provides a highly-structured business process for writing federal proposals.

Why is the Proposal Architect different from other software products? Because it:

• Integrates the sales and proposal-writing processes (resulting in a winning proposal which is focused on the customer's needs)
• Focuses solely on proposal writing
• Provides a cohesive structure for each step of the process of preparing a proposal.
• Saves your staff time by providing model text and a very controlled writing process
• Assures compliance with the Request for Proposal (RFP)

The Proposal Architect includes content for training your staff in the art of federal sales and proposal writing. Detailed instructions are included for writing each chapter of a federal proposal.

Features

1. Requires no software except Microsoft Word, the standard word processing software used for federal proposals
2. Because the Proposal Architect uses Microsoft Word as the underlying software, the product is exceptionally easy to learn and use
3. Chapter templates reside on customer servers for security
4. Includes detailed instructions for training staff in the art of proposal writing

Benefits

1. Saves 30 to 60% in typical costs associated with proposal writing
2. Allows writers to focus on critical customer-centric aspects of the proposal and maximize evaluation points
3. Helps ensure that the proposal will address all the requirements of the RFP
4. Helps assure that proposal-writing deadlines will be met without last minute crises
5. Improves proposal consistency and quality

Cost: $3,900

Demo the Proposal Architect - Click Here

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For assistance with the demonstration or for more information, please call 888-661-4094 Ext. 8.

Executive Breakfast with Proposal Architect Author, Richard White

Is your company experiencing problems in preparing proposals? Join the crowd of most federal contracting companies. Learn why your proposals are less than successful in this two hour breakfast training event.

Join us on Tuesday, January 29, 2008 and hear Richard White, the author of the Proposal Architect address or provide:

• Defensive proposal writing
• Advanced proposal writing techniques
• Features and benefits of the Proposal Architect
• Demonstration of the Proposal Architect

Schedule:
8:30 - 8:45am - Registration & Networking
8:45 - 9:15am - Advanced Techniques
9:15 - 10:30am - Product Demonstration

Location:
The Federal Sales Academy
3 Bethesda Metro Center
Suite M020
Bethesda, MD 20814

Cost: $100 per person

Directions to location:
http://www.fedmarket.com/seminars/academy-3metro.shtml

Author's Bio:
http://www.fedmarket.com/about/rwhite.shtml

REGISTER HERE

Register online or call 866.519.4482 Ext. 110 to reserve your seat.

If you are unable to attend, arrange an online demonstration with the author of the Proposal Architect. Call 301.652.9504 Ext. 110.

If you need help with any other product sales, call or write as follows: (888) 661-4094 ext. 8 or sales@thefederalmarketplace.com.