Production Pulse Newsletter 2021_vol2_iss1

PRODUCTION PULSE

NEWSLETTER VOLUME 2: ISSUE 1 – MARCH 2021

How ToWrite a Great Proposal?

• How quickly can the evaluator find what they need to prove RFP compliance?Whenever possible, match your Table of Content to the evaluation criteria. Note: If you are not compliant with every requirement, your proposal may not even get evaluated (when there are lots of proposals submitted, the easiest way to get out of reading them all is to disqualify as many as possible based on non - compliance). • Write to hit all the points of the evaluation criteria (and preferably spend more time on criteria that are worth more). Inversely, no matter how important you think something is, if it ’ s not matched to the evaluation criteria, it usually won ’ t earn you any points. • Use the terminology in the client evaluation criteria as closely as possible. Reuse client keywords throughout your proposal. Note: If your proposal is merely compliant then you will be competing solely on price and/or vulnerable to someone with a better proposal. • Be specific not generic; e.g. If you talk about risk management, talk about specific risks to the project. If you have access to past reports, explain howwhat you have learned will impact your work plan. • Talk to them about what matters the most (e.g. schedule, innovation, etc.) and why we are better suited to help them and how. What they really want may or may not actually be found in the RFP. If you don ’ t have previous intel, call the client to try to find out more. The worst that can happen is that they won ’ t want to talk (their response can be an indicator). • Check if you appear self - involved (i.e. If every sentence starts with your company ’ s name, there ’ s a good chance that you have written about yourself and not about what matters to the evaluator). • It is not enough to just state your qualifications or write your methodology; you need to explain what matters about that and how the customer will benefit. • Think about how you will present the information before writing (tables, graphics, etc.). • Is it merely compliant? Any serious competitors will also be compliant.

Obviously Compliant

Proposal Production

Easy to Score and Read

Tells a Story

It ’ s About the Client

• Write and read every sentence with the SoWhat? Who cares? filter in mind.

• Avoid platitudes: Don ’ t waste space writing things that anyone can say (e.g. we have a great team).

SO WHAT?

• Avoid unsubstantiated claims. If you say “ unique ”, you also must PROVE IT (is it number of projects, truly unique specialty that we bring, etc.) and always say why it matters and how it will help fix the client ’ s problem (e.g. our extensive knowledge of X will allow us to quickly advance schedule by skipping steps x and y).

(Who cares?)

Source: http://proplibrary.com

Proposal DIG contacts:

Maureen Church

Oksana Bratok

Proposal DIG Chair

Proposal DIG Co - Chair