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 customer’s requirements Forecasts proposal structure What else?

11. 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

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 ConciseFormat

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 SenilityObesityAmnesiaNarcissism Anxiety neurosis NeglectConstipation

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