Re: Proposal writing

Subject: Re: Proposal writing
From: Peter <pnewman1 -at- home -dot- com>
To: "TECHWR-L" <techwr-l -at- lists -dot- raycomm -dot- com>
Date: Tue, 09 Jan 2001 10:38:23 -0500

"Le Vie, DonaldX S" wrote:

<snip> But rarely did we design a proposal in response to an RFP. Parts
> of the B2B eCommerce world still work on deals over cocktails and a
> handshake (followed later by signed contracts) or on the golf course.

> We fully qualified each opportunity first before even thinking about writing
> a proposal. Once the qualified opportunity met a certain number of criteria,
> we would propose going into the client company and perform a very detailed
> Needs Analysis/ROI Study, for which we charged the client anywhere from
> $5,000 to $20,000 (all credited toward the final project fee if we were
> awarded the contract). Only after the completion of the Needs Analysis/ROI
> (and acceptance by the client) did we begin the proposal development
> process. We used a "component-based proposal methodology" that treated
> certain proposal sections as objects in a database. The method allowed for
> reuse and near-automatic proposal generation. We reduced our
> proposal-generation time down from weeks to days, and in some cases, hours.
> With the graduated opportunity evaluation method and the component-based
> proposal method, our proposal success rate exceeded 85%.

You can and should do that, when you can. It's kinda tough to do a pre
proposal feasibility study for the gubbmint, unless they are RFPing a
pre proposal study.


--
Peter

Sex is and golf are two athletic activities that
can be enjoyed, both alone and with others

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