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Digg it UP - Ten Proposal Secret: Ten Secrets No One Told You That Will Help You Win A Proposal
By now hopefully most managers and professional know that involving the right people in change initiatives is a key factor that will impact success. Involving those who work in the processes that will be impacted is crucial, as they will ultimately be responsible for carrying out the change on a day-to-day basis.However, how can we make sure we select the right people from the process? One way to look at it is to consider the model presented by Everett Rogers in his book “Diffusion of Innovations.”Consider the normal distribution, a bell-shaped curve that in this case represents variation in human preferences. At one end of the distribution are what Rogers calls the Innovators and Early Adopters, at the other end are the Late Adopters and Laggards, and in the middle is the Majority. We usually would expect about 2/3rds of people to fall into the middle categor
b. The General Accountability Office (GAO) web site.
c. News articles NOTE: Use Google News or Yahoo! News that is a compilation of tons of newspapers and journals.
Good place to start if it’s a private company:
a. News articles.
b. Better Business Bureau web site.
I have seen so many times where companies just rely on their boilerplates and recognized name to write a proposal. They forget how essential research is.
5. Always volunteer extra information. In every proposal guideline I have ever read, I always read something to the extent of “any extra solution/informatio
Unless you have customers, your superb product is not going to be sold or generate any money. To have customers, you need to communicate with your target audience, your prospects and attract them to your shop/ website/ point of purchase. Then you need to communicate the benefits of your product to them, indicate that it is for sale, indicate the price. Only then can you expect a sale. Only if you have sales will you get any revenue. Only then are you truly “in business”.The process of communicating to your prospects in its entirety, is “Marketing.”As is obvious from our example here, Marketing is essential for any business to survive. With the right marketing, you can double your business in a very short time.A very simple definition of marketing would be “Anything you do to get and keep customers.”While it is essential to have customers buy from you
1. Adhere to the guidelines – The most important piece of advice that anyone can tell you is to ALWAYS follow the guidelines a government agency or company publish on how to write a proposal. I once wrote a proposal where 35% of the evaluation would be based on past performance review. In the Statement of Work, they kept referring on how important past experience was. Therefore, I decided to place it after the Executive Summary.
A good way to ensure that you have covered all the information requested by the entity you are trying to receive a piece of work or funding from is to create a Requirements Matrix. A lot of proposals I have seen do not use this great tool. You can even attach it as an appendix, and reviewers (sister is one) think it is a blessing in disguise.
2. Avoid the “ME” factor. The worst mistake a lot of people make in writing proposals is making it very focused on the company, instead of the client needs and wants. I once read a proposal from a major IT consulting company that read as though it were a business profile. It was 25 pages of raving on their great accomplishments, and it was only five pages on their solution and management approach.
One way to avoid this is by counting how many times you mention your company’s name, and how many times you mention the client. If it outnumbers the client, then some editing and rewriting needs to occur ASAP. You can praise your company and its efforts all you want in the past performance section.
3. Don’t be afraid….use “You.” A proposal has to be written like an advice letter you would receive from Dear Abby; very personalized to the company you are writing it for. I’ve seen so many companies be afraid to use “you.” Instead, they decide to use the client’s name all over the proposal making it feel cold and awkward. Write a proposal like you would write a friend, and the personalization will be something that even the client will be able to tell.
4. Research is vital. A proposal is 70% research, and 30% writing. Before writing a proposal, you should thoroughly read the guidelines, write down the questions you still have, and then research the following:
a. The questions you had. b. Background on the client c. Anything emphasized in the guidelines d. Any negative publicity concerning the client. e. If there is an incumbent, anything about how their work is being perceived.
Good places to start if it’s a government agency:
a. The agency’s Inspector General web site.
b. The General Accountability Office (GAO) web site.
c. News articles NOTE: Use Google News or Yahoo! News that is a compilation of tons of
newspapers and journals.
Good place to start if it’s a private company:
a. News articles.
b. Better Business Bureau web site.
I have seen so many times where companies just rely on their boilerplates and recognized name to write a proposal. They forget how essential research is.
5. Always volunteer extra information. In every proposal guideline I have ever read, I always read something to the extent of “any extra solution/information
Substation operators, also known as switchmen, are in charge of the monitoring of the machinery that distributes electricity to residential, business and industrial areas. They operate in electrical substations monitoring equipment that increases or decreases voltage. They have to check the electric substations throughout the country to check charts, oil levels in equipment, temperature changes, load conditions, oil leaks, and any irregularities. In addition, switchmen have to operate switchboard levers to control the flow of electricity in and out of the substations. They are working closely with power generation operators and transmission engineers in order to anticipate and solve the change in power needs. If the power requirements change, substation operators have to start or stop distributing lines and switch them between the circuits.These workers work at the micro
A good way to ensure that you have covered all the information requested by the entity you are trying to receive a piece of work or funding from is to create a Requirements Matrix. A lot of proposals I have seen do not use this great tool. You can even attach it as an appendix, and reviewers (sister is one) think it is a blessing in disguise.
2. Avoid the “ME” factor. The worst mistake a lot of people make in writing proposals is making it very focused on the company, instead of the client needs and wants. I once read a proposal from a major IT consulting company that read as though it were a business profile. It was 25 pages of raving on their great accomplishments, and it was only five pages on their solution and management approach.
One way to avoid this is by counting how many times you mention your company’s name, and how many times you mention the client. If it outnumbers the client, then some editing and rewriting needs to occur ASAP. You can praise your company and its efforts all you want in the past performance section.
3. Don’t be afraid….use “You.” A proposal has to be written like an advice letter you would receive from Dear Abby; very personalized to the company you are writing it for. I’ve seen so many companies be afraid to use “you.” Instead, they decide to use the client’s name all over the proposal making it feel cold and awkward. Write a proposal like you would write a friend, and the personalization will be something that even the client will be able to tell.
4. Research is vital. A proposal is 70% research, and 30% writing. Before writing a proposal, you should thoroughly read the guidelines, write down the questions you still have, and then research the following:
a. The questions you had. b. Background on the client c. Anything emphasized in the guidelines d. Any negative publicity concerning the client. e. If there is an incumbent, anything about how their work is being perceived.
Good places to start if it’s a government agency:
a. The agency’s Inspector General web site.
b. The General Accountability Office (GAO) web site.
c. News articles NOTE: Use Google News or Yahoo! News that is a compilation of tons of
newspapers and journals.
Good place to start if it’s a private company:
a. News articles.
b. Better Business Bureau web site.
I have seen so many times where companies just rely on their boilerplates and recognized name to write a proposal. They forget how essential research is.
5. Always volunteer extra information. In every proposal guideline I have ever read, I always read something to the extent of “any extra solution/informatio
One of my favorite shows is the Extreme Home Makeover. I think the show is so popular because it tells a story of how a very “in need” family gets a wonderful new home with the help of hundreds of strangers. And each week these “strangers” eat and sleep very little, to complete the home in just 7 days. And what drives these strangers to want to work so hard? Because they are helping to better the situation for a family in need. They know that they are not just pounding nails or painting a wall, they are changing the lives of others.In Leadership, it is important that we find ways to show our people that what they are doing is a vital part of the bigger picture, no matter what their role. Making people feel valued and appreciated is what a leader does. Each of us has a higher need to feel that we are contributing to the overall good of the organization. And if y
One way to avoid this is by counting how many times you mention your company’s name, and how many times you mention the client. If it outnumbers the client, then some editing and rewriting needs to occur ASAP. You can praise your company and its efforts all you want in the past performance section.
3. Don’t be afraid….use “You.” A proposal has to be written like an advice letter you would receive from Dear Abby; very personalized to the company you are writing it for. I’ve seen so many companies be afraid to use “you.” Instead, they decide to use the client’s name all over the proposal making it feel cold and awkward. Write a proposal like you would write a friend, and the personalization will be something that even the client will be able to tell.
4. Research is vital. A proposal is 70% research, and 30% writing. Before writing a proposal, you should thoroughly read the guidelines, write down the questions you still have, and then research the following:
a. The questions you had. b. Background on the client c. Anything emphasized in the guidelines d. Any negative publicity concerning the client. e. If there is an incumbent, anything about how their work is being perceived.
Good places to start if it’s a government agency:
a. The agency’s Inspector General web site.
b. The General Accountability Office (GAO) web site.
c. News articles NOTE: Use Google News or Yahoo! News that is a compilation of tons of
newspapers and journals.
Good place to start if it’s a private company:
a. News articles.
b. Better Business Bureau web site.
I have seen so many times where companies just rely on their boilerplates and recognized name to write a proposal. They forget how essential research is.
5. Always volunteer extra information. In every proposal guideline I have ever read, I always read something to the extent of “any extra solution/informatio
Reaching success in any endeavor requires many things. It doesn't matter if you're out to complete a project or you're working on accomplishing a big dream.One of the best things that you can do for yourself is to build a team to help you.If you're an employer, your staff is your team. When you're an entrepreneur, your accountant, your suppliers; they're all part of your team. If you're in a group environment and have been handed a project, look around and see who's on your team.As a entrepreneur, especially just starting out, you need a team. But how do you build one when you're on your own?First, look for champions. These are the people who have been where you are and know what you are or will go thru and have succeeded. Tell them of your dreams and goals. Ask for their help and advice. I have never met a champion that
4. Research is vital. A proposal is 70% research, and 30% writing. Before writing a proposal, you should thoroughly read the guidelines, write down the questions you still have, and then research the following:
a. The questions you had. b. Background on the client c. Anything emphasized in the guidelines d. Any negative publicity concerning the client. e. If there is an incumbent, anything about how their work is being perceived.
Good places to start if it’s a government agency:
a. The agency’s Inspector General web site.
b. The General Accountability Office (GAO) web site.
c. News articles NOTE: Use Google News or Yahoo! News that is a compilation of tons of
newspapers and journals.
Good place to start if it’s a private company:
a. News articles.
b. Better Business Bureau web site.
I have seen so many times where companies just rely on their boilerplates and recognized name to write a proposal. They forget how essential research is.
5. Always volunteer extra information. In every proposal guideline I have ever read, I always read something to the extent of “any extra solution/informatio
Writing a business plan for your Solo Entrepreneur business doesn't have to be a daunting project. If you can answer 10 straightforward questions about your business, you can be ready to go.The key to success is to answer all of the questions in enough depth that if a friend asked you to invest in this business, you'd say yes. Most importantly, make sure you record your business plan somehow...whether you write it by hand, type it into your computer, or put it on stickie notes on your wall. Keep it someplace handy where you can refer to it when you are making important business decisions. And, make sure you review it monthly--or, even better, weekly--and update it at least annually.1. Your Dreams: What do you want your business to provide for you? (think time, money, freedom, who you work with) Be specific--how much money, how many hours, when do you want
b. The General Accountability Office (GAO) web site.
c. News articles NOTE: Use Google News or Yahoo! News that is a compilation of tons of newspapers and journals.
Good place to start if it’s a private company:
a. News articles.
b. Better Business Bureau web site.
I have seen so many times where companies just rely on their boilerplates and recognized name to write a proposal. They forget how essential research is.
5. Always volunteer extra information. In every proposal guideline I have ever read, I always read something to the extent of “any extra solution/information you might have...” But, then I read the proposal and there is never any extra tidbit that will entice a client to learn more. I’ll ask the team what can they offer this client that no one else can, and then I will hear ten responses to my question. My reply is always to add one or two of those ten things that will let the client know you are more than able to handle the job.
6. Ensure your cost analysis is on point. One piece of advice that I always cherished was from my graduate professor who had his own freelance writing company: Never underbid when writing a proposal because it will always hurt you in the long run.
After hearing some contractors’ stories, I know he was right. Yes, a client will focus a lot on how much you are trying to charge for your services. Nevertheless, if you were to win the proposal and your cost projections were less than the actual amount, it could cost you more than if you had just been up front.
7. Have attachments that are relevant to the proposal. Do not add tons of attachments that have nothing to do with the proposal. The client won’t be impressed on the amounts of frivolous information, and will be unimpressed that they have to sift through more than they should have.
8. Resumes should follow the same format. Resumes come in all shapes and sizes. A client will usually ask for resumes of the key personnel that will be part of the proposal. You can’t just hand them the resumes in the format your employees gave them to you. You will have to find a standard format for all of them and ensure that they all follow the same structure.
tip: A table showing all the personnel, their role, and their main responsibilities will help give a more structured view of everyone’s experience.
9. Think of the big picture. Add images, tables, and flowcharts whenever possible. Of course, you will have to also think about size limit, but if you can squeeze one in there, do it. It is a known fact that people always stop and look at pictures, so this will be a good way to get the client to understand your concepts if you have pictorial representations of it.
Software programs like Microsoft Visio, Macromedia FreeHand, Adobe Illustrator, Canvas, and Ragtime Solo are essential to produce these images.
10. Networking is fun and essential. Clients will usually go with companies that they are already familiar with, so you have to make your presence known. Go to seminars, trade shows, and networking events. You will be surprised how many potential clients you can meet. So smile, take a few business cards, and be ready to mingle. Send them a thank you email a few days later, send them greeting cards during the holidays, and/or send them information that might assist them. One day when your proposal ends up on their desk, they will remember you and it could help you end up as a potential.
Hopefully these secrets help you secure a proposal. I'm sure they will.
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