Proposals

1
Proposals

• TCO 341

2
Types of Proposals
3
Deliverables
4
Basic Parts of an RFP

• Contract schedule
• General instructions to bidders
• Contract clauses
• Appendices

5
Contract Schedule

• Statement of work
• Period of performance
• Cost and fee
• Technical direction and management

6
General Instructions

• Representations and certifications
• Proposal preparation instructions
• Evaluation methods and procedures

7
Contract Clauses/Appendices

• Boilerplate requirements
• Reports of work

8
Proposal Contents

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

9
Executive Summary

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

10
Introduction

• Understanding the customers requirements
• Forecasts proposal structure
• What else?

11
Management Approach

• Whos in charge?
• Whos accountable for getting the work done?
• Whos on the team?
• What management techniques will be used?
• work planning/assignment
• project tracking/monitoring
• cost control/reporting

12
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?

13
Related Experience

• Track record of the company?
• Past experience of staff?
• What else?

14
Business Plan

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

15
Cost

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

16
Proposal Evaluators
17
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

18
Why Bidders Lose

• Lack of understanding of requirements
• Technically unacceptable
• Non-compliance with bid requirements
• Lack of clear management approach
• Cost

19
Fatal Diseases (J. LaFlash)

• Motion sickness
• Senility
• Obesity
• Amnesia
• Narcissism
• Anxiety neurosis
• Neglect
• Constipation

20
Summary

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