Articles tagged with : executive summary

7 tips for crafting a dominant proposal summary

Focus on the customer, be feature rich, and help evaluators maximize your score

Not all requests for proposals (RFP) call for an Executive Summary, and when proposals must have limited pages, it might be best to skip an Executive Summary. But for large proposals or RFPs that ask for an Executive Summary, here are seven steps to creating an effective one. 1. Decide when to write. I’m in the camp that believes later is better. An Executive Summary is a summary of your proposal, and if you haven’t written the proposal, it is hard to write an effective summary. If you decide to write your Executive Summary early to give guidance to your proposal team about your approach and major strengths, plan to write twice. 2. Stay focused. An effective Executive Summary provides an overview of your proposal and highlights the features that will be scored as strengths in the evaluation. Clearly tie the features of your approach to the benefits the client...

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To Succeed, Deliver What You Promised

Contract failures often trace back to poor performance.

The victory celebration is almost over, and people are starting to say it’s time to get to work on the new contract. All the parties involved have raised their glasses and toasted to the many contributions made by all the players: the business development, capture and proposal teams. All players deserve a share of the glory that accrues to the winner, and yet there is this nagging feeling that we should put away the champagne glasses and begin preparing to perform the newly awarded contract. For the next five years, it is the operations team that has to carry the ball and fulfill all the promises we made in our proposal. Throughout our winning proposal, we made claims about how we would perform the contract if awarded. We bragged about the tools and technology we would use and how we would use those to deliver services that exceed the performance...

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