Writing Winning Business Proposals, Third Edition, 3rd Edition

CHAPTER 9Writing the Situation and Objectives Slots

In Chapter 1, I said that a well-written proposal isn’t a collection of separate sections or chapters or slots but a coherent argument woven throughout the document or presentation. For this reason, it’s difficult for me, your potential client, to claim that one proposal slot is more important than another. In some situations, cost could be crucial; in others, your own or your firm’s reputation or qualifications; in still others, the methodology, especially when the tasks are numerous and the project’s management will be complex.

But let’s limit the variables. Let’s assume a competitive situation with multiple bidders whose objectives, methods, qualifications, and costs are all similar. Everything ...