Articles tagged with : annotated outline

Is it always necessary to create graphics first? Ask the Proposal Doctor

Dear Proposal Doctor, My capture manager is insisting that we complete a big stack of graphics before we write any proposal text. We have a decent amount of time for this proposal, more than we usually get. But, my writers are worried about how long the graphics process will take and the compressed writing schedule that will surely follow. Is it always necessary to create graphics first? Where did this rule come from? How can I make it work with a team that does not really think visually? I understand the capture manager's point of view, but I also see where the writers are coming from. Please help. -Stuck in the Middle Dear Stuck, I am so glad you asked this question because it goes to a tension at the heart of our profession. Everyone wants the universal rule or the “best practice” (not my favorite term) that applies to...

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6 quick fixes that will improve your company’s win rate

We’re frequently asked how to improve a company’s overall win rate, and I outlined these in the article I wrote in my January 2012 column “How to Raise Your Win Rate by 20 percent” using our seven-factor model. Since then, we’ve been surveying companies to see how well they perform in these seven factors and to identify areas where companies can make immediate improvements. In this article, I’ll share some of the survey results and show you immediate actions you can take to help raise your company’s overall win rate. In February and March 2012, we conducted two surveys – one with the Association of Proposal Management Professionals and the other with the Deltek GovCon team. The surveys asked proposal managers, capture managers, and business development professionals to rate how well their companies performed in each of the seven factors. We used 28 questions in the survey to measure performance...

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3 Keys to Creating Winning Proposals

A defined and efficient process is essential to success.

Creating winning proposals is not the same as writing a proposal. Anyone can write a proposal for government work, given enough time and resources. However, only one bidder writes the winning proposal. The best proposals have three things in common: They are directed and written by talented people experienced at writing proposals. They follow a similar, defined process. They are designed in an environment that creates proposals efficiently. Your capture and proposal managers bring necessary skills to plan, staff, lead and control your capture campaign and develop your competitive proposal. They work as a team and understand each member's role. The capture manager leads the campaign, and the proposal manager comes in before a request for proposals is released to focus on developing the proposal. This team knows that the first step is developing a winning solution. During the capture phase and preproposal phases they work together to: Create a...

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