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Winning Government Business, 2nd Edition by Steve R. Osborne

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Chapter 10

Developing a Proposal Preparation Plan

Once you have completed a thorough review of the RFP and prepared the documents described in Chapter 9, it is time to develop a detailed proposal preparation plan. Planning is a pivotal junction in the proposal development process. As in most of life’s endeavors, the quality of the output is directly related to the effort invested in planning. For proposals, poor or inadequate planning is a sure formula for failure.

The small amount of time available to prepare a proposal makes it especially difficult to recover from a false start. Hence, one of the greatest opportunities to capture competitive advantage is through effective proposal planning. First-draft proposals frequently have a high scrap ...

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