SEMINAR: Proposal
Writing and Preparation Workshop
Announcement Outline Schedule List of Customers Terms Register
How Proposals Are Used
- Types and purpose of proposals
- Reasons why a Request for Proposal (RFP) is
created
- What goes into an RFP
- Understanding the strategy of the RFP
- Understanding the requirements of the RFP
- How proposals are evaluated and a winner is
selected
- The RFP and the evaluation process
- How to detect wired RFP's
- Getting and using all the information
The Decision to Submit a Bid
- Can we provide the service or product?
- Can we provide it at a reasonable cost?
- Do we stand a reasonable chance of winning
- Can we afford the cost of proposal preparation ?
- Other considerations for submitting a bid
- The basic strategy of the response
Getting Organized to Submit a Proposal
- Putting a proposal team together
- Functions and expertise of proposal team members
- Analyzing an RFP
- Special considerations for small proposal teams
A Step-by-Step System of Responding to
an RFP
- The first proposal team meeting
- Writing of sections by team members
- Basic rules for writing proposals
- The second and subsequent strategy team meetings
- How to "sell" your solution as the only
option
- Neutralizing the competition before they have a
chance
- Emphasizing why your solution is the best
Pricing and Related Issues
- Lowest cost proposals
- Pricing is part of the evaluation criteria
- Nobody will admit it but pricing is all that
matters
- Meeting your profit objectives
Completing the Proposal
- Rewriting the proposal
- The Table of Contents
- Revising the language of the proposal
- Reviewing the compulsory requirements
- Reviewing the list of desirable features
- Managing the shortcomings of your product
- Avoiding the most common pitfalls
The Magic of Unsolicited Proposals
- How an unsolicited proposal is starred
- Recognizing analyzing and neutralizing the
competition
- Highlighting file benefits of unsolicited
proposals
- What should be in an unsolicited proposal
The Executive Summary
- How an Executive Summary is used and abused
- How much to reveal in an Executive Summary
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