The core of every successful proposal is a technical approach that describes a solution that meets the customer's requirements precisely. The description of the solution must be written by specialists who know and understand the subject of the proposal (IT specialists, engineers, management consultants, etc.)
Unfortunately, writing is a skill that many subject matter specialists lack. What do most companies experience when they write proposals?
- The people with the subject matter knowledge are not available to write (the best are usually billable).
- The people with knowledge have difficulty writing.
- The people who can write worked weekends and nights on the last losing proposal.
Finding a person who can write compelling content and is available for proposal writing is critical. Proposal writing is hard, often tedious work, usually performed under extremely stressful conditions. To do it well, expect it to take 5 to 10 times longer than your original estimate.
This environment will not change; you have to learn to work under these conditions. Your writing team should be given as much help as possible.
Help could include:
- A proposal outline written in as much detail as possible. The detailed outline will give the writers a structure to help make their written material look as consistent as possible.
- Storyboards or something similar which allow the proposal team to collaborate and expand on the detailed outline.
- An automated library of proposal writing tools and standard material (boilerplate).
- Section templates and writing examples.
- Style guidelines.
- Realistic timelines.
A successful proposal begins with the outline. It sets the stage for compelling content and consistency between writing teams. Outlining begins by you deconstructing the Request for Proposal; the subject of the next installment.
