Writing proposals that are compliant (in the correct format), competitive (delivering what is needed effectively) and compelling (demonstrating that you are the best organisation) takes a lot of skill, thought and effort.
The first step you must take is reading the questions properly. Carefully read the content in the invitation to tender document, RFP (request for proposal) RFQ (request for quotation) or research grant call and then re-read it several times until you are certain that you've understood what exactly is being asked for - and why.
The next step in the proposal writing process is to identify the main aim of the proposal and distill all of the requirements into five key things the customer really wants from the service or proposal. The lists below gives you a brief proposal writing template / example of how to do this. This makes it easier to convey clear messages throughout the proposal.
* The Key Theme - Detail the requirements from the ITT
* Value for money - Demonstrate this, then showing for the fixed for duration of contract
* Innovation and Flexibility - general approach, show examples, outline future ideas, and demonstrate flexibility
* Customer Service - Complaint escalation, outline your approach to compliance, and show voluntary code
* Reporting - management reports, skills of your staff, future reporting plans
* Robustness of your organisation - management structure, detailed organisation charts, disaster recovery plans
Now you need to create the proposal document itself. If one is provided in the ITT, RFP or RFQ then use that. If not, you'll probably annoy the customer and at could even be rejected outright for non-compliance. If the ITT, RFP or RFQ does not provide a specific proposal structure then use the evaluation criteria to help you create your headings and sub-headings. This makes it simple for the evaluator to determine if you have answered all of the questions properly.
A simple but important piece of advice is to keep in mind that in writing, less is more. Every word in the document should be there for a reason.
In the past six months Tenders-UK have given tender writing training workshops to 272 individuals from 167 firms, 96% of whom were SMEs. 100% of delegates rated the workshops good or excellent. The tender and proposal writing tools and techniques we teach have been proven over a 14 year period to consistently achieve success rates of greater than 60%.
The first step you must take is reading the questions properly. Carefully read the content in the invitation to tender document, RFP (request for proposal) RFQ (request for quotation) or research grant call and then re-read it several times until you are certain that you've understood what exactly is being asked for - and why.
The next step in the proposal writing process is to identify the main aim of the proposal and distill all of the requirements into five key things the customer really wants from the service or proposal. The lists below gives you a brief proposal writing template / example of how to do this. This makes it easier to convey clear messages throughout the proposal.
* The Key Theme - Detail the requirements from the ITT
* Value for money - Demonstrate this, then showing for the fixed for duration of contract
* Innovation and Flexibility - general approach, show examples, outline future ideas, and demonstrate flexibility
* Customer Service - Complaint escalation, outline your approach to compliance, and show voluntary code
* Reporting - management reports, skills of your staff, future reporting plans
* Robustness of your organisation - management structure, detailed organisation charts, disaster recovery plans
Now you need to create the proposal document itself. If one is provided in the ITT, RFP or RFQ then use that. If not, you'll probably annoy the customer and at could even be rejected outright for non-compliance. If the ITT, RFP or RFQ does not provide a specific proposal structure then use the evaluation criteria to help you create your headings and sub-headings. This makes it simple for the evaluator to determine if you have answered all of the questions properly.
A simple but important piece of advice is to keep in mind that in writing, less is more. Every word in the document should be there for a reason.
In the past six months Tenders-UK have given tender writing training workshops to 272 individuals from 167 firms, 96% of whom were SMEs. 100% of delegates rated the workshops good or excellent. The tender and proposal writing tools and techniques we teach have been proven over a 14 year period to consistently achieve success rates of greater than 60%.
About the Author:
Tyler E Robinson is a expert in Proposal Writing and bid management, and recommends Tenders UK for further advice on Tender Writing.
