Collin Harris

Before you begin proposal writing, you should prepare a proposal content plan that accounts for everything that should go into the proposal and how it should be presented. Here is some inspiration for writing the instructions that should go into your proposal content plan. Decide what type of guidance you can provide Provide instructions that tell proposal writers what to offer or say Provide instructions to guide the writers to figure out what to offer or say Provide details the writers will need or options to consider Provide instructions that identify the details others should find and include Provide instructions to proposal writers regarding the key points they should make How to achieve the best score against the evaluation criteria The results of your approach/how the customer will benefit Your strengths Your differentiators Things they should prove Information/data they can use when making proof points Providing instructions related to positioning How they should introduce the section, offering, etc. How to present things How to talk about features, issues What to emphasize or focus on Why you’ve chosen this approach or made trade-offs Competitive positioning, ghosting, or comparison What matters The impact Provide instructions related to anticipated customer fears, concerns, and risks What are they aware of What are they not aware of What you plan to do about it (risk identification/mitigation methodology) Provide instructions for research they should do or things writers need to figure out Qualifications Certifications Related details Names to name Capacities Amounts Dates or schedules Provide instructions related to using graphics in this section Guidance or examples regarding the use of graphics and tables Suggestions for graphics to use Instructions for them to figure out what graphics to use Describe the conclusion you want the reader to reach Provide instructions to help the writers figure out what to offer or how to fulfill the requirements What we should offer/do/deliver Achieving RFP compliance Features/benefits/proof What to include Phases or steps in your proposed approach Components of your offering Capabilities Solution architecture People, processes, and tools to propose Roles that project staff or stakeholders will play Who, what, where, how, when, and why Deliverables Estimates Availability or use of resources Provide instructions related to proposal concerns Assumptions Limits in what can be done or amounts Issues Dependencies Proposal risks Mitigations Definitions RFP interpretation Alignment with the pricing or other proposal sections Provide instructions related to discussing your experience/ past performance/ citation/ testimonials Relevant project experience Details about experience Important things about your performance Stories/Anecdotes Accomplishments Testimonials Instructions related to proposal writing Writing from the customer’s perspective Conventions Procedures to follow Style guidance Instructions related to contracting Procurement rules and advice Relevant FAR Clauses and what to do about them