HR Competencies

  • Communication

Objective

To provide participants with the critical tools to develop logical, complete proposals in a time-effective, process-oriented manner. Many organizations write proposals as part of the business development process. At the same time, few businesses have a format, approach, or template that makes this process consistent and complete. As a result, their proposals are often hard for potential evaluators to follow, may be inaccurate or incomplete, and are too often missing important information.

This half-day program will explain effective ways to ensure 100% compliance with all requirements in solicitation documents; how to write to the reviewing audience; and how to cope with unclear solicitation documents.

Outline

  • The top reasons why proposals lose
  • The differences in RFIs, RFPs, draft RFPs, RFQs, RFCs, IFBs, SOQs, and other solicitation documents
  • What goes into a proposal—and what does not
  • Determining and developing the format
  • Determining the components of the proposals
  • Identifying requirements:
    • Creating a requirements matrix
    • Completing and using the matrix 
    • Sample matrix
  • Building a proposal template
  • Building a bottom-up timeline
  • Creating a style sheet (grammar and punctuation)
  • Good versus bad proposals
  • Dealing with a bad RFP
  • Developing the boilerplate
    • Building an acronym and glossary list
    • Maintaining reference and supporting materials
    • Integrating the boilerplate and supporting materials
  • Thinking like the RFP-issuer

Designed For

Staff, management, and contract employees involved in writing proposals or analyzing RFPs

Facilitator

Janet Arrowood, The Write Source


Credits



Class Details

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