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Federal Sales Training

Proposals


Articles

  • Multiple Award Contracts: The Wave of the Future
    Multiple Award Contracts (MACs) have the following characteristics. Awards are made to a number of vendors and the winning vendors compete among themselves for business...
  • Write in the Voice of the Customer
    A winning proposal must be written in the voice of the customer. The only way to write in the voice of the customer is to meet with and sell your product or solution well in advance of the issuance of the Request for Proposal (RFP)...
  • 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...
  • Writing Winning Proposals
    In order to win federal contracts, your company will have to write proposals in response to those Requests for Proposals (RFP's) in which it has an interest. The proposal-writing process is laborious, tiring, and expensive...
  • 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...
  • What Makes a Winning Proposal?
    A winning federal proposal has many facets. They include clarity, conciseness, customer concentric, connectors to evaluation criteria, and others...
  • Proposal Writing, An Art and a Science
    Proposal writing is both an art and a science...