This morning I was discussing with some partners how to write winning proposals.
I seemed to remember that I had talked before on this blog about proposals but upon searching around, found the only other time was in fact my first post where I provided anecdotes but not brilliant insight, https://www.ourownlittlecorner.com/2009/06/08/first-post/.
So, while recognizing that I am now giving away the secrets I have learned over my many (many) years of working on proposals, here are the rules I follow:
- Answer yes. Engineers take multiple pages to respond with what is functionally ‘maybe’.
- Answer with what the Government wants, not what they are asking for. Requires knowledge and courage.
- Prove it. “No, this time I REALLY mean it.” is not a proof.
There you have it. Follow the three rules and you win, do not and you lose. Well, also bid low. That helps also.