Chapter 13
Tips for Effective Proposal Writing
Pose the question “What is a proposal?” to ten people and you will likely get ten different answers. Some will say that a proposal is a sales document. Others will argue that a proposal is a technical document with a sales message. Those remaining will suggest some variation of these two themes or profess ignorance.
However you slice it, a proposal is the means we use to communicate with our prospective government customers. The medium is written narrative. The purpose is to secure new business. Through a well-structured series of written narratives and figures, we must convince the customer to award us the contract. Communication is the key. Words are the vehicle.
If you fail to communicate clearly ...
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