Technical Proposal and Pricing Workshop 

Responding to an RFP is costly, time consuming and often frustrating.  This workshop will examine two crucial aspects of a RFP response to help eliminate some of the difficulty.  First, Alan Baker of Crown Point Consultants will cover the necessities of a successful Technical Pricing proposal followed by Laura Davis who will concentrate on the Pricing volume.

Here is what we will be covering: 

Technical/Management and Past Performance Volumes:
1) General
     Review of Solicitation and Requirements: "C", "H", "L" and "M"
     Amendments and acknowledgment
     Capture briefing and SWAT analysis vs. expected competition
     Annotated proposal outline - compliance, compliance, compliance!
     If it says "up to 75 pages" do you write 75 pages?
     Proposal schedule and color review(s)
     Team and writing assignments
     Sequence of basic proposal preparation steps
     Rule of thumb: 60 - 65% planning; 35 - 40% writing
     Questions to the CO

2) Technical/Management Volume
     Compliance, compliance, compliance!
     Volume and section/sub-section page count
     Template, structure, draft review and return system (how many drafts?)
     Themes, differentiators and advantages
     Outline expansions - storyboards?
     Graphics, photos and "attaboys" 

 3) Past Performance Volume
     Compliance, compliance, compliance!
     Use intro to build extra bias (even if it doesn't score!)
     How many references?
         Scope, magnitude, complexity?
         Relevance and recentness
         Photos and "attaboys"  

4) Publishing and Delivery
    Hard copy and or CDs or Electronic
    Leave "last minute changes" time in schedule!! 


Proposal Pricing

1)   Review of Solicitation and Requirements
2)   Proposed Indirect Rates
3)   Proposed Direct Costs
4)   Profit/Fee
5)   Competitive Tips/Tricks

The workshop is FREE and a light lunch will be served.  Up to 3 CPE credits will be awarded to all attendees.