HR Competencies

  • Communication


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.


  • 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


Janet Arrowood, The Write Source


Class Details

Don't see what you are looking for?

Contact Us