Principals of Proposal Development 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 and photos
   • CPARS 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
   • CPARS and “attaboys
   • Relevant PP Photos   
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

Cost to attend is only $25.00 and includes lunch

***Up to 3 CPE credits will be awarded to all attendees***