Demonstration The information below provides examples of instructions, guidelines, and model text from the Proposal Architect. Development and Use of Selling Points Selling Points emanate from knowing the customer and understanding the RFP requirements from a customer viewpoint. They are the heart of a winning proposal. The Proposal Architect provides guidelines and procedures for developing Selling Points and how they are used in writing the proposal. Example of a partially completed Selling Point Table for a web development project:
RFP Deconstruction Procedure The Proposal Architect presents the seven steps required to extract pertinent information from the Request for Proposal and place the information in the proposal outline. The purpose of RFP deconstruction is to separate the wheat from the chaff and ensure that the proposal:
Table-driven Approach to Developing a Technical Solution Writing a compelling technical approach is the key to a winning proposal. It is the most difficult aspect of proposal writing because the Proposal Manger needs technical writers develop the approach and they usually do not have the skills, time, and desire to write effectively. This section presents the steps required to build a technical approach outline. They are:
The technical approach should be outlined in detail as the first step in the proposal writing process. Why, because it is the most critical part of a winning proposal and the most difficult and time consuming to write. A partially completed task/subtask table for a web development project is presented below. Task 1: Analyze Agency Business Processes and Develop Site Requirements
Model Management Plan The Proposal Architect uses model text to assist proposal writers in writing a Management Plan. Models for the following Management Plan sections are provided. Contract Organization and Management Contract Management Policies Subcontractor Management and Relationships Corporate Support/Project Management Office Project Management System Staffing Plan Quality Assurance Plan Risk Management Transition Plan Human Resources Plan Information Security Plan Physical Security Plan Safety Plan Example text for Contract management policies is as follows: Lines of Authority and Communication The lines of reporting authority and communication for the contract are clear and direct. Mr./Ms. ______ will interface and communicate directly with the ______(agency) Project Officer . Contract requirements (existing, new, or changed) will be communicated by the ______ (agency) Project Officer to Mr./Ms. ______directly. He/She will take the actions required to implement the requirements. Mr./Ms. ______will have full authority to make staff and resource decisions for the contract. Proposal Organization and Writing Guidelines The proposal Architect presents proposal organization and writing guidelines throughout the product. An example follows. Model text should be used with great caution. A proposal evaluator can spot untailored boiler plate in a heartbeat. Every paragraph should be carefully tailored to RFP requirements. Other critical considerations in writing a management approach are:
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