
e Proposal Process for a “Typical Program” • 67
on the appropriate storyboards, and then worked into the text in several
places in your proposal.
PRICING
While the proposal text is being generated, you will no doubt be leading
another critical eort—establishing the proposed price for the contract.
You will need to prepare a detailed “statement of work” (SOW)—or in
some RFPs it will be provided for you. is denes exactly what must be
done to fulll the contract. In most organizations, this SOW becomes what
each of the functional organizations quote to. e concept is that the SOW
denes the work so clearly that each department knows exactly ...