IN THIS CHAPTER
Summarizing your offer for executives
Showing that you understand the situation
Addressing your customer’s stated, unstated, and implied questions
Expressing value, not just price
Establishing your qualifications
Making an active closing statement
A proposal must meet standards, whether it’s a reactive proposal (that is, a response to a Request for Proposal, or RFP) or a proactive one. If you’re responding to an RFP, you have to deliver the parts requested, in the order requested, to the specifications requested. If you’re writing a proactive proposal, you need to either follow industry standards or set your own. It’s best to follow standards because, frankly, they work.
In this chapter, we take you through all the parts of reactive and proactive proposals to help you develop bid-winning documents.
At the beginning of every proposal is the executive ...