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Friday, October 7 th , 2011 – 10:30 am Greater Washington Procurement Conference Mid Atlantic Hispanic Chamber of Commerce Washington, DC 20002. How to Prepare Winning Competitive ProposalS , EVERYTIME. Excellent Team The Customer Knows Us RFP Compliant Response Responsible Vendor(s)
Greater Washington Procurement Conference
Mid Atlantic Hispanic Chamber of Commerce
Washington, DC 20002How to Prepare Winning CompetitiveProposalS, EVERYTIME
The Customer Knows Us
RFP Compliant Response
Strong Solution Features
Excellent Past PerformanceWhy Aren’t My Company Proposals Winning More Contracts?
A WINNING Proposal - Necessary but Insufficient Conditions:
This opportunity was ours to win; what happened?
Section L – Format and Structure for Proposal Response Document (Volumes)
Section M– Basis for AwardMajor rfp writing drivers
The drivers for writing are contained in the SOW, Section L and Section M
The Customer Knows Us – And do we know them?
RFP Compliant Response – Minimal to Level the Playing Field
Responsible Vendor(s) – As demonstrated by?
Strong “Solution” Features – What’s in it for the Customer?
Excellent Past Performance – Relevance
…Crafting Proposals that Win
A WINNING Proposal – Meets all the Necessary Conditions and SELLS
A proposal is a technical document that SELLS, and sells Best Value throughout.
How are many horse races decided?
Winning by a nose!
Horse – One nose; on the face and that’s the one that will cause a WIN in a tight race
Winning Proposal – Many noses, many places, and you never know which one will cause you to WIN
Winning Proposal Strategy – Put in your proposal as many noses as you can
And where do you start with your first nose?
Winning Horses versus Winning Proposals
Who is this person?
Reviewers are human: impatient; overloaded; want to make good but quick decisions and are short of time.
Make the acronym definitions clear and easy to find and you’ll also make a friend of your proposal reviewer!
Sometimes asked for, never ignored.
Initial greeting (hello)
Conveys some highlights of proposal and interest
Whom to contact for questions
Period offer is valid
Signed by top level personA Proposal Nose (# 5) – The Letter of Transmittal
Say “hello” in a meaningful way that conveys valuable sell information.
What sets you apart such that no one else can say the same of themselves?
Right Brain Stimulation
Left Brain Integration
Whole Brain Communication
SkimableA Proposal Nose (# 13) – Making it Easier on the Reviewer
Write to sell by writing to effectively communicate quickly and persuasively.
Be bold and back it up with facts.
A well written proposal uses less words, more action verbs, short paragraphs and is replete with “show” versus “tell”.