It's been a nice morning so far. I spent a few hours doing a proposal review and critique for a new client who is submitting a proposal to the DC Government. The proposal was (hooray!) very well written, although it does need a bit more work on the technical section. I submitted my written comments to this client, and expect that he'll be calling me soon to discuss.
Aside from the technical deficiencies which I think can be easily addressed, I noticed that there were several places where this company could do more to toot its own horn, to help convince the reviewers that this company is the one they should select to do the work. A proposal, after all, is really a marketing document. Although most proposals have a separate section where you can provide details on similar projects, you can also "sprinkle" some of this information throughout your technical section. And, you should also tell them why your company is in the best position to carry out the project. Don't assume that they know, even if you know that they know. You've got to be direct.
- Do you have specialized, proprietary or proven processes or technology? Let them know.
- Can you complete certain tasks ahead of schedule? Tell them.
- Will your approach save them money or be more cost-effective? Tell them why.
- Have you done similar work for other customers or performed similar tasks? Say something about it.
- Have you won special awards or recognization for your work? Mention them.
- Etc., etc.
I sometimes like to use text boxes to highlight some of these things. I put them off to the side (right or left margin), and use a smaller size font and shading. That way, they stand out and don't interfere with the flow of text.
Hope everyone has a good weekend!
Leave a comment