Handbook for Writing Proposals  ## Metadata - Author: [[Robert J. Hamper, L. Sue Baugh]] | [[3. Resources/Authors/Robert J. Hamper, L. Sue Baugh|Robert J. Hamper, L. Sue Baugh]] - Full Title: Handbook for Writing Proposals - Category: #books - Kindle: [Open in Kindle](https://www.amazon.com/dp/B003WJR5QS) - Document Tags: [[Writing]] ## Document Notes ## Highlights - to www.mhprofessional.com/writingproposals. ([Location 125](https://readwise.io/to_kindle?action=open&asin=B003WJR5QS&location=125)) - A client may start the RFP process with a request for information. Basically, the client wants to find out: Whether the requirements for a job they need to have done are reasonable. Whether the appropriate technology for the job exists. Whether solutions the client is considering are realistic. Whether you and other firms can meet the requirements of the job. The client may ask you to point out potential problems, evaluate the available technology, and critique the client’s project goals, schedules, and cost estimates. Because an RFI often leads to an RFP, you should consider responding to the client’s inquiry. In many cases, the document you develop for the RFI can serve as your core materials for the RFP. ([Location 211](https://readwise.io/to_kindle?action=open&asin=B003WJR5QS&location=211)) - This plan supports the objectives of the business plan and helps the company achieve its goals and increase its profitability. ([Location 264](https://readwise.io/to_kindle?action=open&asin=B003WJR5QS&location=264)) - With a marketing strategy, your emphasis changes from simply selling products or services to selling service to clients, a subtle but powerful shift in philosophy. ([Location 272](https://readwise.io/to_kindle?action=open&asin=B003WJR5QS&location=272)) - “Here are how our services and skills can help to solve your problems and assist your growth.” ([Location 275](https://readwise.io/to_kindle?action=open&asin=B003WJR5QS&location=275)) - You might be able to find examples of new RFPs and older proposals that were submitted, especially when it comes to government contracts. ([Location 299](https://readwise.io/to_kindle?action=open&asin=B003WJR5QS&location=299)) - does the proposal support your business and marketing plans? ([Location 355](https://readwise.io/to_kindle?action=open&asin=B003WJR5QS&location=355)) - Does this project fall into your organization’s area of expertise? ([Location 358](https://readwise.io/to_kindle?action=open&asin=B003WJR5QS&location=358)) - Evidence that you clearly understand the client’s problem and situation. ([Location 393](https://readwise.io/to_kindle?action=open&asin=B003WJR5QS&location=393)) - A strategy and program plan or design that the client feels will solve the problem and produce the desired results. ([Location 397](https://readwise.io/to_kindle?action=open&asin=B003WJR5QS&location=397)) - Clear documentation of your firm’s qualifications and capabilities for carrying out the program plan. ([Location 400](https://readwise.io/to_kindle?action=open&asin=B003WJR5QS&location=400)) - Evidence that your firm is reliable and dependable. You can include references or client contacts who will vouch for your firm. ([Location 403](https://readwise.io/to_kindle?action=open&asin=B003WJR5QS&location=403)) - A convincing reason why the client should choose your firm over all the other firms competing for the job. ([Location 405](https://readwise.io/to_kindle?action=open&asin=B003WJR5QS&location=405)) - Finally, your proposal should look like a winner. ([Location 407](https://readwise.io/to_kindle?action=open&asin=B003WJR5QS&location=407)) - the most essential quality of a winning proposal is that it speaks to the client’s real needs and sells the client on your company. ([Location 442](https://readwise.io/to_kindle?action=open&asin=B003WJR5QS&location=442)) - The major skills you need to create winning proposals are: Marketing and sales expertise Creative and analytical abilities Decision-making skills Interpretive skills Expertise in various subject areas Communication expertise (writing, client contact, presentation) Interpersonal skills ([Location 458](https://readwise.io/to_kindle?action=open&asin=B003WJR5QS&location=458)) - Title page Cover letter or letter of transmittal Table of contents List of graphics and tables Executive summary (summarizes main points and recommendations) I. Statement of the client’s problem (an analysis of the client’s situation) II. Program design (your proposed solution) A. Technical section (technical aspects of the program design) B. Management section (description of how the project will be managed and who will make up the management team) C. Time/cost section (estimates of time and cost necessary to complete the project, including follow-up) III. Bidder’s experience and qualifications (why your firm should be hired to do the work; this section can include an analysis of your competitors) IV. Conclusions (your final opportunity to sell your proposal to the client, including a restatement of your solution and unique selling point, and how both will benefit the client) V. Appendixes (staff résumés, recommendations from former clients, studies, surveys, contracts, other additional information not included in the text) ([Location 524](https://readwise.io/to_kindle?action=open&asin=B003WJR5QS&location=524)) - Financial cost: ([Location 618](https://readwise.io/to_kindle?action=open&asin=B003WJR5QS&location=618)) - Opportunity cost: ([Location 620](https://readwise.io/to_kindle?action=open&asin=B003WJR5QS&location=620)) - Morale cost: ([Location 622](https://readwise.io/to_kindle?action=open&asin=B003WJR5QS&location=622)) - Identify the main points of the client’s request and define their true needs. ([Location 630](https://readwise.io/to_kindle?action=open&asin=B003WJR5QS&location=630)) - Discover items of concern and brainstorm strategies for the RFP. ([Location 631](https://readwise.io/to_kindle?action=open&asin=B003WJR5QS&location=631)) - Reveal problems or opportunities that competitors might miss or ignore. ([Location 631](https://readwise.io/to_kindle?action=open&asin=B003WJR5QS&location=631)) - Understand exactly what results or deliverables the client expects. ([Location 632](https://readwise.io/to_kindle?action=open&asin=B003WJR5QS&location=632)) - Determine if the requirements are beyond the capabilities of your firm. ([Location 632](https://readwise.io/to_kindle?action=open&asin=B003WJR5QS&location=632)) - Clients can take legal action to force completion of the contract or to obtain monetary damages for nonperformance. ([Location 634](https://readwise.io/to_kindle?action=open&asin=B003WJR5QS&location=634))