how to tackle the proposal

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How To Tackle the ProposalMARIA ASUELIMEN | AMA CONSULTING LLC

10104 Senate Drive Suite 208 Lanham MD 20706 www.amaconsultonline.com

2Course Description

This course is designed to provide small business owners the tools to create winning proposals with limited resources and time frames. A company’s proposal demonstrates the company’s technical capabilities, experience and past performance in response to a potential customer need. Most small businesses struggle with Proposal Development due to myths, “fear of the RFP” and a lack of resources. This course will help to demystify the RFP, breakdown the Proposal Development Process to manageable steps and provide simple writing tips. 10104 Senate Drive Suite 208

Lanham MD 20706 www.amaconsultonline.com

3Course Objectives

Course Objectives Results/Outcome Expected

Demystifying the RFP Understand the relevant sections of the RFP to the Proposal Development Process

Building a Proposal from the Reviewers Perspective

Develop Complete, Compliant and Compelling Proposals

Formulating Writing Assignments and Style

Utilize limited resources and save time in Proposal Development

Overview of Proposal templates Store and maintain reusable templates for a proposal


4What is an RFP?Section

Name Description

A Solicitation/Contract Form

Cover page, due date, POC, etc.

B Supplies/Services Quantities by line item, prices, extension

C Background info, SOW What the customer wants you to bid onD Packaging & Marking Production infoE Inspection & Acceptance PWS, COR Info, Performance

Requirements and liquidated damagesF Deliverables Deliverable Schedule/timelineG Contract Administration Invoice & Payment InstructionsH Special Contract Req Anything not included in section II Contract Clauses Laws, regulations, policiesJ List of attachments Info on docs attached to RFPK Certs & Reps ORCA, SAM, Small Business

DesignationL Instructions, Conditions

and notice to offerorsInstructions on Technical and Price Proposal, page limits, fonts, etc.


5Where do I start from?Create an Outline

Draft an outline that addresses and follows Section L (Proposal Instructions), embed the evaluation criteria

Determine level of effort, SMEs, References, Past Performance Create timeline Define your Story (win themes and differentiators) Cover letter Executive Summary Technical Proposal (follow the “shalls”) Price/Cost Proposal (Follow the “shalls”)


6Delving into the Technical Proposal

Technical Proposal Title Page Table of Contents List of Acronyms Cross Reference Index Technical Approach Introduction Body of Proposal


7Delving into the Management Proposal

Management Proposal• Title Page• Table of Contents• List of Acronyms• Cross Reference Index• Executive Summary• Introduction• Body of Proposal:

Staffing/Management Plan, Company Org Chart, Resumes, Key personnel 10104 Senate Drive Suite 208

Lanham MD 20706 www.amaconsultonline.com

8Past Performance

Similar Contracts in terms of Size, Scope and Complexity Within the last 3 years Include Customer and Contracting personnel information


9Cost/Price Proposal

Assumptions and Assertions Certification of Price Explanation of Costs Price Reasonableness


10Attachments

Financials SAM Record Copy of License Reference letters Proof of Bonding


11Graphics

Charts for explaining data and relationships between data Graphs for Comparisons or to show changes Flowcharts to illustrate complex processes or programs Tables provide snapshot of information Call out boxes highlight key features, benefits etc Captions: All tables and figures MUST have captions to highlight

value statements


12Production/Submission

Follow instructions in Section L Give yourself enough time: Set goals to submit at least a day

before due date Confirm receipt Follow-up on status of proposal review Debrief


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Questions ?


14AMA Consulting LLC10104 senate Drive Suite 208

Lanham MD 20706www.amaconsultonline.com

Phone:(301)577-9300


http://www.amaconsultonline.com/

how to tackle the proposal

Small Business & Entrepreneurship