Proposal Writing Tools for Success
Government Contracting Institute
Proposal Writing Tools for Success
The proposal writing class supports development of winning federal
government proposals through a disciplined approach that facilitates
communication, scheduling, and content development. Firms that are
successful in winning public sector contracts approach proposal
development using a repeatable process that generates a predictable
return on investment. The Institute designed the class to make small to
mid-size firms highly competitive by learning techniques used by
successful large federal contractors.
The purpose of the class is to establish a proposal development
process that is predictable, repeatable, and measurable within the
context of an overall BD program.
Each major topic area includes a presentation, review of artifacts,
discussions, and Q&A and lasts approximately forty-five minutes to
Topic 1 – Proposal Methodology
Overview – The methodology builds good proposal discipline by
establishing a common vocabulary, repeatable processes, formal
roles/authority, and clear lines of communication.
Topic 2 – Capture Interface Feeds
Overview – The capture function of the overall business development
process is the source of critical Information for the development of the
proposal. Capture provides a clear picture of the win themes and
customer hot buttons and specifically why the customer is requesting
proposals. It also outlines the firm’s/competitors’ strengthens, and
weakness (SWAT) that need to me addressed in the proposal.
Topic 3 – Overall Proposal Management
Overview – The proposal management process is repeatable across all
proposals and generates metrics that management can use to implement
Topic 4 – Proposal Planning
Overview – Proposal planning is the mechanism for planning and control
of a specific proposal. It adheres to the corporate proposal methodology
and provides additional details for a specific proposal
Topic 5 – Proposal Development
Overview – Proposal Development is the iterative process of developing
the proposal specific content (narrative, graphics, pricing, small
business plans, conflict of interest mitigation, safety plans, etc.).
Topic 6 – Proposal Production and Submission
Overview – The focus of Proposal production is the orderly production of
perfect and professional proposal volumes (original and original). It
starts at the end of Gold Team recovery and culminates in the timely
delivery of the proposal.
Topic 7 – Post Proposal
Overview – The final duties of the proposal team are post proposal
activities for improving the proposal process and identifying follow-up
Key objectives of the class are as follows:
• Define a common vocabulary, scheduling technique, and process
• Establish an approach to working with capture personnel to
integrate their knowledge of the procurement into the proposal process
• Develop a proposal management program that is repeatable and measurable
• Institute a planning process that defines tasks, decision points, roles, and deliverables
• Learn techniques to facilitate content creation
• Establish a repeatable approach to production and delivery of a proposal
• Implement a lessons learned approach to provide continuous process improvement
Breakfast, snacks and lunch will be provided. Please alert us to any dietary needs in the comments section upon registration.
The Institute is located conveniently of I-95, just minutes from BWI.
Contact us at GovernmentContractingInstitute@targetgov.com for travel
and hotel information.