Why a Federal Proposal is Different?

From GOVSALESWIKI

Installment [ 14 ] Why a Federal Proposal is Different? By Richard White

Federal Requests for Proposals (RFPs) are unique. They are:

Long, lengthy, and full of boilerplate and clauses Not written clearly Not well organized Full of detailed, scattered requirements

Federal RFPs are evaluated by a formal evaluation committee using a point scoring scheme. Although numeric, in the end the point scoring scheme requires a subjective judgment on the part of an evaluator and is subject to the evaluators personal views, experience, and biases. Most importantly, it is highly likely that the evaluators have met with vendors and have knowledge of the possible solutions to their problem.

These conditions make federal proposal writing unique. A federal proposal must be customer centric, meet each and every requirement without fail, and provide only what the RFP asks for.

In short, it must be responsive, compelling, and defensive (designed not to lose).

Responding to a federal RFP is like renovating a home. It is a complex task requiring double or triple the effort originally estimated. There are no magic bullets. Writing a responsive, winning proposal requires a highly structured, systematic approach.

Large prime contractors have developed their own approaches (sometimes not that systematic) to proposal development. Smaller companies gradually piece together an approach but their proposal writing efforts usually are somewhat chaotic.

The market for proposal writing software is saturated with "convince them that you are the best" templates. The templates are designed for commercial proposals and are ineffective for federal proposals.

The Proposal Architect is a new, proprietary product designed specifically for federal proposals. It will increase your federal win rate and reduce your proposal writing costs at the same time.

Our new product, the Proposal Architect, includes a detailed, step-by-step procedure for deconstructing the RFP and developing Selling Points. These procedures result in a broad outline for the proposal. The Proposal Architect then provides guidelines, procedures, and model text for developing a detailed outline and writing each chapter of the proposal.