Proposals

Our previous newsletters have stressed that companies should not respond to public bids unless they have a relationship with the customer. While this is generally true, the following are exceptions. Proposals in response to multiple awards,... read more

So the Request for Proposal (RFP) says "don't parrot back our requirements in your proposal". The requirement you are responding to is routine and you are struggling to come up with content that would be considered meaningful. You are now in the... read more

In proposal bid/no bid meetings we often hear: "who is the competition and what are they going to do". Don't be obsessed with competition. You can't really know what they're going to do and if your customer relationship is strong you may have... read more

Win themes are the core of any government proposal. Make your executive summary about the win themes, write it early, and then write your proposal around the executive summary. Bring out one or more of the win themes in each chapter of the proposal... read more