Proposals TCO 341 Types of Proposals Deliverables Basic

Proposals TCO 341

Types of Proposals

Deliverables

Basic Parts of an RFP Contract schedule General instructions to bidders Contract clauses Appendices

Contract Schedule Statement of work Period of performance Cost and fee Technical direction and management

General Instructions Representations and certifications Proposal preparation instructions Evaluation methods and procedures

Contract Clauses/Appendices “Boilerplate” requirements Reports of work

Proposal Contents Executive summary Introduction Management approach Technical approach Related experience/Staffing Business plan Compliance with RFP requirements Cost

Executive Summary Overview of proposal features Summary of key issues What else?

Introduction Understanding the customer’s requirements Forecasts proposal structure What else?

Management Approach Who’s in charge? Who’s accountable for getting the work done? Who’s on the team? What management techniques will be used? – work planning/assignment – project tracking/monitoring – cost control/reporting

Technical Approach What is the problem/need of the customer? What is your solution? Why is it better than the competitors? What are the advantages of your approach? What else?

Related Experience Track record of the company? Past experience of staff? What else?

Business Plan Schedules Financial management Facilities and equipment Health and safety Employee relations plan Security Quality assurance

Cost What will it cost to do the work? How was the cost calculated? Why is the cost realistic? List of deliverables

Proposal Evaluators

Writing for the Evaluators Lots of illustrations Captions with marketing message Executive summary Top-down writing telling how? what? why? whom? Active voice Concise Format

Why Bidders Lose Lack of understanding of requirements Technically unacceptable Non-compliance with bid requirements Lack of clear management approach Cost

Fatal Diseases (J. La. Flash) Motion sickness Senility Obesity Amnesia Narcissism Anxiety neurosis Neglect Constipation

Summary Who? What? Where? Why? When? How much?