| Often, the government will require companies | | | | who your audience is and how they will perceive |
| who are trying to get business to prepare a | | | | you and your company as they read your |
| proposal to inform the government how you | | | | proposal. Remember, the government is asking |
| intend to carry out that lucrative contract once | | | | for a solution to a problem and/or requirement it |
| they award you the contract. The government is | | | | has. The first step is to accurately define the |
| often very specific in this regard; however many | | | | problem or requirement the government is trying |
| prospective bidders often ignore this in favor of a | | | | to solve by asking for a proposal. This definition |
| listing of their company's accomplishments without | | | | will help you to zero in on the solution in your |
| any probative value. Successful bidders pay close | | | | written proposal. |
| attention to the "how" because they realize that | | | | You will need to establish trust and credibility as |
| the more successful you are at explaining "HOW"; | | | | you make the various points in your proposal. This |
| the better the odds that the government will | | | | is where your company can demonstrate your |
| award you the contract. | | | | experience and expertise in relevant areas |
| When you write your proposal it is very | | | | pertaining to the product or task at hand. The |
| important to tell the government "how" you | | | | more credibility you establish, the greater the |
| intend to fulfill the contract once the government | | | | trust factor the evaluator will place in your |
| awards it to you. Your proposal is more than a | | | | proposal. |
| litany of the things you are prepared to do once | | | | You will also need to demonstrate that there is |
| you win the contract. Your proposal is a | | | | a"win-win" solution. The best way to accomplish |
| marketing tool that fulfills three criteria: | | | | that goal is to show "how" you can provide the |
| - It demonstrates to the government you are | | | | government agency with a solution to its needs |
| qualified to perform the tasks or manufacture the | | | | or to a problem it is trying to solve. The |
| product | | | | government is aware that everyone who |
| - It shows you are capable of performing as | | | | responds is doing so because of self-interest. If |
| advertised | | | | you submit a proposal that really solves the |
| - It highlights that you have a plan to perform in a | | | | government needs and do it in such a way that it |
| highly successful, exceptional manner | | | | really makes good sense to them to accept, then |
| Before you begin writing, you need to consider | | | | you both win with the contract award. |