
Alternative content This month, proposal development expert Beth Wingate, APMP Fellow (aka AppMaven), offers insights and tips for developing your proposal outline and compliance matrix. I attended a roundtable presentation given by the Association of Proposal Management Professionals’ (APMP) National Capital Area (NCA) Chapter where three government contracting officers agreed with my assessment that you need to develop your proposal outlines following the hierarchy of Sections L (Instructions), then M (Evaluation Criteria), then C (Statement of Work (SOW)), then H (Special Contract Requirements), then I (Contract Clauses), then J (Attachments—sometimes where they hide the actual SOW), and then the rest of the RFP. In the pre-RFP release stage of the Capture and Proposal Life Cycle, I always develop a draft proposal outline and compliance matrix based on the government’s draft RFP or on one that I develop based on previous competitions if I’m in a recompete situation, or from capture-based...