Proposal Management Considerations

Amendments

An RFP amendment can throw a proposal out of compliance with a couple of words. Track amendments and filter the words like they were the RFP itself. And then update the proposal outline for any requirement changes.  The consequences of missed requirement changes in an amendment can be financially disastrous and demoralizing.

Organize to Win

The evaluators tell you how they want the proposal to be organized in Section L of the RFP; that’s the way they want it. Don’t dream up your own organization structure because you think it’s better. Your better organization structure can be the kiss of death.

Don’t Write to the Statement of Work

Writers new to proposal writing often think they have to write technical approaches to tell evaluators how you are going to meet all of the work requirements. This is impossible if the statement of work is 200 pages and the page limit for the Technical Approach is 20 pages.

Management Involvement

Proposal writing projects invariably turn into a crisis. Involve top management in an effort to minimize the crisis.

Management typically assigns the project and then goes into hiding; except for the final review on the last day before submission. Management must stay involved in the proposal scheduling and review process and make a focused effort to support proposal managers.

In particular, management needs to make sure the proposal manager is getting the required support from technical writers. Most technical writers hate writing proposals will avoid proposals like the plague. Again, management must stay involved and make sure that technical people know the importance of proposals, acknowledge their efforts, and if possible provide monetary incentives for wins.

Losses Demoralize

Loses are demoralizing; “I worked all weekend and we lost”. The key to minimizing demoralizing loses is to bid wisely.

 

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