Planning and writing competitive proposals require various disciplines. These include training in and understanding Federal Acquisition Regulations and contract clauses which dictate ultimate contract performance. Other disciplines include the ability to accurately interpret Government solicitations, perform technical research, estimate the costs of labor and materials, and develop effective graphics and narratives which clearly convey plans for solution implementation.
Some of the roles that must be in place to effectively support a proposal, at various stages, include the following:
- Capture Managers have top-level oversight of the proposal effort. This person should have information to contribute to the proposal development team about the customer’s requirements, wants, and desires.
- Proposal Strategists are the architects of the proposal’s strategy for winning and selling, based on input from the Capture Manager and proposal team. With the Proposal and Capture Managers, the Strategist helps craft a strategy based on SWOT analysis. This strategy is ultimately reflected in proposal win themes.
- Proposal Managers has responsibility for day-to-day development of the proposal, guiding writers and reviewers on interpretation of and response to solicitation requirements.
- Proposal Coordinators administer proposal development and production procedures, controls the writing and production schedules, organizes review teams, and manages the logistics of proposal production and delivery.
- Subject Matter Experts, Researchers, and Analysts gather and relay information relevant to the program being bid such as personnel and technology requirements, salary surveys, statistical data, etc.
- Writers create the actual content of the proposal. They can function as Researchers and Analysts or they take the information gathered by Researchers and tailor it to respond to the proposal requirements.
- Editors are key to improving the accuracy and consistency of both text and graphics, focusing on the use of grammar, jargon and terms, tense, tone, and the “one voice” of the proposal.
- Review Leaders organize a team of objective evaluators to assess and score the proposal during its evolution. Q10 Contracting requires proposal reviews before writing begins, mid way through the process to track proposal content development, and at least one week prior to the proposal production process.
Q10 Contracting has experience developing various types of proposals for numerous customers:
- Department of Defense and Federal Agencies (such as NASA, the FAA, Departments of Transportation, Energy, and Education)
- State Agencies (such as Departments of Transportation, General Services, Public Works)
- Local City Government Agencies (city governments, city schools)
- Commercial Customers (including large construction and energy firms)
For every type of customer, type of contract, and type of bid, Q10 Contracting personnel learn and convey the customer’s acquisition procedures, source of funding, type of money, and evaluation processes. In order to “write to the evaluator,” we have to know how the customer has to evaluate and score proposal submissions. The type of evaluation criteria (e.g., Best Value vs Low Price) dictates the amount and types of resources we recommend a client invest in the proposal submission. Regardless of proposal type, we ensure they every proposal we support is fully compliant to the solicitation requirements, is clearly and concisely written, is responsive to what we know or suspect are “bid drivers,” and reflects a level of quality and professionalism our clients can be proud to attach to their name.