Strategy-Theme-Discriminator Tree Development

During 40 years in the industry, I have found that a Tree-type graphic helps proposal authors visualize the connection between strategy, win themes, and evaluation factors. In this article, I present an example of such a Tree. Take a look at the graphic with this article. Note how we constructed it.

By |2020-01-28T19:22:12+00:00January 28, 2020|Proposal Writing|0 Comments

How to Get the Time You Need to Write a Great Proposal (Even If the Customer Only Allows 2 Weeks)

Have you ever felt you could have written a much better proposal if the customer had only allowed more time? But what can you do if there is no draft RFP?

A good choice is to develop a Mock RFP. This gives you a specific target to crystalize your thinking. It helps you systematically think through each facet of your solution and identify your gaps while there is still time to fill them.

Start by finding related RFPs. The best is the old RFP. GovWin is a good source to find old RFPs. The Statement of Work in that old RFP can provide a useful starting point.

By |2015-05-27T16:36:14+00:00May 27, 2015|Proposal Writing|0 Comments

Top Price Proposal Pitfalls – How to Turn Them to Your Advantage

Top Price Proposal PitfallsImagine you are confident about your technical proposal and you have put a lot of resources into crafting it. You impatiently wait to find out if you won and then….. you lose because of subcontractor-sabotaged pricing, last minute staffing changes that affected both the technical and price volume, and overlooking an obscure clause in the RFP that impacted your pricing.

Too many price proposals are changed in the hour before you push the “send” button on the electronic submission.

By |2013-11-14T15:16:01+00:00November 14, 2013|Proposal Writing|0 Comments

Three Tragic Misconceptions about Proposal Cover Letters

Cover letters are one of the most important pieces of a proposal. Unfortunately, 99% of the cover letters I’ve seen during my Brutally Honest Proposal Critiques are cr*p.

The problem stems from common misconceptions about the cover letter’s place in the current proposal environment.

By |2013-08-19T14:11:58+00:00August 19, 2013|Proposal Writing|0 Comments
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