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Federal Sales Training
- Advanced Proposal Development Workshop
Improve your ability to manage proposals, reduce rework, and create proposals the evaluators can use to choose you .
Proposals
- Proposal Writing Services
Fedmarket writes your proposal for you. - Proposal Framework Services
RFP-specific proposal artifacts to give clear direction to your proposal effort. - Advanced Proposal Development Workshop
Learn how to manage, structure, and write a winning proposal.
Articles
- Message to Management: Why Should My Proposal Writing Capabilities Concern Me?
Federal proposal writing is inherently chaotic, a drain on billable hours, and crucial to revenue generation... - The Art of Not Being Eliminated
Imagine that you have a full time job as a professional person in the federal government... - The Bid or No Bid Meeting
The bid/no bid decision should be made before or immediately at the time the RFP released... - Make Your Proposals Short, Sweet, and On Point
Government employees who have evaluated vendor proposals while with the government attend our federal sales seminars... - Proposal Evaluation: How It Really Works
Many people new to government proposal writing write their proposals to win, which seems to make sense, right? In the government market, however, you should write your proposals not to lose... - Why a Federal Proposal is Different?
Federal Requests for Proposals (RFPs) are unique... - The Do's and Dont's of Proposal Writing
Listing all of the do's and don'ts of proposal writing would fill a small book. Some of the more important do's and don'ts are: Do Write a proposal to solve the customer's problems as THEY perceive them, not how YOU perceive them... - Proposal Boilerplate: A Double-Edged Sword
Using boilerplate -- written material that can be reused in different proposals -- is a double-edged sword. It can save the day from a time and cost viewpoint and can create guffaws (and many lost evaluation points) from the proposal evaluators... - How Proposal Evaluators Think
Many people who have evaluated federal proposals have attended our proposal writing seminars. Without exception, they say the following: Give us exactly what we asked for in the RFP, no more or no less. Avoid sales pitches without substantiation, e... - Proposal: What Wins
In our previous installment we discussed how evaluators think and what they want to see in a federal proposal. They are unanimous in stating that the best solution wins... - Presenting Personnel Information
Resumes document a critical corporate asset yet in a lot of companies they are pitifully out of date and in some cases nonexistent. Resumes should be updated on a quarterly basis to reflect new job experiences and improved skills... - Presenting Corporate Experience
Corporate experience summaries show the core capabilities of a company. Like resumes, in many companies they are not as well documented as they should be... - Think of Proposal Writing As the Last Step in a Sale
Our federal sales seminars stress that your sales efforts and proposal-writing process should be one, highly-structured undertaking... - Write the Executive Summary Early
In a recent installment "Solving the Proposal Dilemma", we recommended that you write the Executive Summary before the proposal kickoff meeting... - Proposal Page Limitations; What's Not to Like?
In a previous installment " The Art of Not Being Eliminated" we discussed the simplicity and clarity that federal evaluators desire in a proposal... - Proposal Gobbledygook Loses and Brevity Wins
Why are proposal page limitations becoming more and more prevalent in federal Requests for Proposals (RFPs)? Proposal evaluators find their task either distasteful or mildly painful... - Cornerstones to Proposal Success: Compliance
Not meeting Request for Proposal (RFP) requirements is the most prevalent reason used by evaluators to reject proposals. Therefore, meeting each and every requirement specified in a RFP is critical to a winning proposal... - Two of the Deadliest Proposal Writing Sins
A service company's two greatest assets are its corporate experience and the background of its staff. Often, both assets are not presented effectively in a company's federal proposals... - Curing the Two Deadly Sins
The previous installment discussed the problems associated with waiting until the last minute to tackle critical issues and providing overblown corporate experience and personnel chapters for federal proposals... - How Evaluators Judge a Proposal
You have been writing proposals for some time. You have become a pro on piecing responses together, writing, reviewing, booking, and delivering them... - Best Practices and Best Avoided
Our seminar staff recently completed one of our monthly seminars on proposal writing. As we do in every class, we discussed how proposals should be written to be the "last proposal standing" or, said in Fedmarket-speak, a defensive proposal... - More on Defensive Proposals
In an earlier installment, we defined a defensive proposal as follows: One written not to be eliminated from consideration by the proposal evaluation committee The proposal written with the goal of being the last proposal standing A presentation... - If You Write Nothing Else, Write an Executive Summary
The Executive Summary should drive the proposal writing effort. It should be written before the proposal kick-off meeting so that the selling points made in the draft summary can be stressed throughout the proposal... - What Federal Proposal Evaluators Want
Most federal proposal evaluators share several characteristics. They don't want to read your proposal and many only read certain sections; they skim for the good parts... - In Proposal Writing Second is the Same as Last
In many ways, writing a federal proposal is like writing a college term paper. However, the similarities end with the results. In college, you may have been reasonably happy to accept a B... - It's the Outline, Stupid
Effective written material is always the result of a process which began with an outline. Proposal evaluators want concise, easy-to-read information free of fluff and sales pitches... - Don't Put Them to Sleep
Federal proposals, in response to Requests for Proposals, tend to be dry, dry, dry- including the last proposal standing (the winner). Even authors of books on how to write creatively frequently write dry prose. This happens for a number of reasons... - The Facts, Just the Facts
Do evaluators of federal proposals love reading proposals? Generally not; would you? Assignment to a proposal evaluation team requires work in addition to evaluators' day-to-day responsibilities... - Templates Rule in Efficient Proposal Writing
Almost everything in a federal proposal can be viewed as a template except the proposed solution itself: resumes, corporate experience descriptions, and management plan sections... - Phrases to Delete
A large majority of federal business requires proposals, and federal proposal evaluators are sophisticated professionals who have read every self-serving statement known to man... - You Can't Learn Proposal Writing from a Book
Crafting a well written and compelling proposal is a complex and difficult task... - Sell and Then Write Defensively to Win Government Contracts
Last week's installment discussed the necessity of pre-selling a sales opportunity before it appears as a public bid... - Proposal Evaluation: How Final Decisions Are Made
Defense wins in the National Football League and it wins in government proposal writing. You must write proposals with a goal of avoiding elimination while at the same time writing a customer-centric proposal... - Proposal Writing Guidelines and the Review Process
The very best proposals are those written in a single voice. However, this goal is difficult to reach if multiple proposal writers are involved on the project... - Proposal Writing Guidelines and Tools
The previous installment discussed managing and organizing a proposal- writing project. This week's installment provides guidelines and tools for the writing effort itself... - Managing the Proposal Process
Proposals are what some might call a "necessary evil" in the government negotiated procurement market... - Proposal Writing for Government Contracting
The previous installments we discussed managing and organizing a proposal writing project. This installment provides guidelines and tools for the proposal writing effort itself... - Overall Government Contract Evaluation Process - Past Performances
In selecting winning vendors, federal, state, and local governments have typically looked at past contract performance information as part of their overall evaluation processes... - Why Federal Proposals Exist
Why do proposals even exist? Contrary to popular belief, proposals are not written so federal evaluators can select the best, high-value solution to their problem... - Process versus Content in Federal Proposal Writing
Proposal writing involves both process and content. Effective writing processes are important but proposal content rules over process... - Proposal Writing, An Art and a Science
Proposal writing is both an art and a science... - Fill Up Your Response Documents to the RFP Page Limit?
A customer of Fedmarket called recently and said: "You helped us write a compliant section of proposal content but the result is only 13 pages, less than the 20 page limit specified in the RFP for the section... - Proposal Writing: The Facts, Just the Facts
Do evaluators of federal proposals love reading proposals? Generally not, would you? Assignment to a proposal evaluation team requires work in addition to evaluators' day-to-day responsibilities... - Proposal Writing: Sell First, Write Second
Learning to prepare outstanding, first-rate proposals is a task that is difficult at best and often impossible. Many contractors fail to ever master the assignment... - Proposal Writing: Simplicity Wins
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... - Raise Your Opinion of Proposal Evaluators
You must assume that the people evaluating your proposal are intelligent, focused individuals. Why? Because they usually are... - Characteristics of a Losing Proposal
Proposals lose for a number of reasons with the most prevalent reason being that the government had another company in mind when the RFP was drafted... - Peripheral RFP Requirements
Welcome to our series called "Proposal Writing." This newsletter is the latest installment in a series of rotating weekly e-mail newsletters about GSA Schedules, proposal writing, and federal sales... - Advanced Proposal Writing: Wisely Choosing What to Pursue, Part 2
Companies often fail to understand that while they may have the best product or provide the best services, this means little if their proposals don't win...
