Proposals are not read, they are scored. To get the best score, what you write must reflect the evaluation criteria. This exercise is about tailoring what you write to the evaluation criteria so that you can beyond mere compliance and improve your score and chances of winning your proposals.
This exercise involves deciding what to do about sentences that fail the "So what?" test. Sometime a sentence can be fixed to pass the "So what?" test. Sometimes they say nothing of value. If there is something that should be said instead, they can be replaced. If there isn't, sometimes the best thing you can do is simply delete it. Remember, the goal in proposal writing is to help the evaluation decide that you are their best alternative. The judicious deletion of fluff helps the evaluator and can actually improve your win rate over credibility and boredom inspiring fluff.
Sentences for the exercise:
[MyCompany] is fully committed to providing the best technical and management staff.
[MyCompany] understands your needs and your environment.
Quality is [MyCompany]’s highest priority.
[MyCompany] is a small business.
[MyCompany] has a solid track record.
Our solution is fully compliant with the RFP.
Assignment:
Copy the sentences above into a reply. After the sentence type: FIX, REPLACE, or DELETE.
If you decide that it should be fixed or replaced, provide a new sentence to pass the "So what?" test.
After you have rewritten the sentences above, then review what other people have posted and reply to at least one of them. Part of the value in this exercise comes from comparison and contrast. This is a chance to explore what the "So what?" test really is all about.
Click the "Share your thoughts" button to post your exercise or reply to someone else's.
Proposals are not read, they are scored. To get the best score, what you write must reflect the evaluation criteria. This exercise is about tailoring what you write to the evaluation criteria so that you can beyond mere compliance and improve your score and chances of winning your proposals.
This exercise involves deciding what to do about sentences that fail the "So what?" test. Sometime a sentence can be fixed to pass the "So what?" test. Sometimes they say nothing of value. If there is something that should be said instead, they can be replaced. If there isn't, sometimes the best thing you can do is simply delete it. Remember, the goal in proposal writing is to help the evaluation decide that you are their best alternative. The judicious deletion of fluff helps the evaluator and can actually improve your win rate over credibility and boredom inspiring fluff.
Sentences for the exercise:
[MyCompany] is fully committed to providing the best technical and management staff.
[MyCompany] understands your needs and your environment.
Quality is [MyCompany]’s highest priority.
[MyCompany] is a small business.
[MyCompany] has a solid track record.
Our solution is fully compliant with the RFP.
Assignment:
Copy the sentences above into a reply. After the sentence type: FIX, REPLACE, or DELETE.
If you decide that it should be fixed or replaced, provide a new sentence to pass the "So what?" test.
After you have rewritten the sentences above, then review what other people have posted and reply to at least one of them. Part of the value in this exercise comes from comparison and contrast. This is a chance to explore what the "So what?" test really is all about.
Click the "Share your thoughts" button to post your exercise or reply to someone else's.