The function of a proposal
is to sell the managerial and technical capabilities
of the firm to carry out the work required at a
reasonable cost. The importance of the proposal
in contracting cannot be over-emphasized. It is
the point of sale. It is the primary vehicle for
winning additional business. It is also one of the
most difficult management tasks for many companies,
because every part of the company is involved in
the development of the technical, management and
cost aspects of the proposal and in the negotiation
of the resulting contract.
This distance-learning
course is the most complete, thoroughly documented
discussion of proposal preparation available to
the government prime contractors, subcontractors,
commercial firms, and government agencies from any
source. It provides detailed step-by-step documented
instruction on every aspect of the pre-proposal,
proposal, source selection, and contract definitization
process.
| Development of a Winning
Strategy |
The Modular Proposal Technique |
| Relationship of Marketing and Proposal Preparation |
Writing and Publishing the Proposal |
| Analysis of the Statement
of Objectives/Statement of Work |
Proposal Formats – Executive
Summary |
| Request for Proposals |
The Technical Proposal |
| Source Selection Procedures |
The Management Proposal |
| Organization for Proposal Preparation |
The Cost Proposal |
| Proposal Preparation Procedures |
Proposal Reviews and Follow-Up |
| Development of Key Issues and Themes |
|