Wednesday, December 6th, 2017
Government Contract Proposals, Part 3: Preparing Your Proposal
If you are new to government contracting, lengthy, complex Requests for Proposals (RFPs) with tight deadlines, can be overwhelming. A competitive proposal must demonstrate a thorough understanding the RFP and present a clear, compelling narrative as to how your company can provide the best possible solution to the customer’s (agency’s) needs, rising above mere compliance to provide better value than any competing proposals.
This article outlines a process by which to prepare your proposal. By this point, you should already have done your homework with regard to assessing your company’s capabilities, your customers’ needs and your competition and evaluated the specific RFP to determine if the opportunity is a good fit for your company. See our previous articles, Government Contract Proposals, Part 1: Be Prepared – Pre-Proposal Tasks and Part 2: Reviewing the Solicitation and Reaching a Go/No Go Decision
Part 3: Preparing the Proposal
When a “Go” decision is made and actual proposal preparation begins, the following recommendations can guide your process:
Reviewing the Proposal
Once the proposal is drafted, it is critical that it be reviewed before delivery, whether by a formal “Red Team” or by your PTAC counselor. Whoever conducts the review should do so from the perspective of the evaluator, ensuring that the proposal follows the format of the RFP and meets the formatting criteria as well as flagging any questions or problems.
Practice Makes Perfect
Proposal preparation definitely improves with practice. Continue to respond to appropriate RFPs and solicitations even if the first several do not result in an award. Request a debriefing regardless of the outcome to get feedback on the strengths and weaknesses of your proposal, which can help you to make future proposals stronger.
Your PTAC Counselor can elaborate on this topic and provide you with additional advice at no cost. Click here to Find your PTAC today!
More about Procurement Technical Assistance Centers (PTACs)
Ninety-eight PTACs – with over 300 local offices – form a nationwide network of procurement professionals dedicated procurement professionals working to help local businesses compete successfully in the government marketplace. Funded under the Defense Logistics Agency’s Procurement Technical Assistance Program through cooperative agreements with state and local governments and non-profit organizations, PTACs are the bridge between buyer and supplier, bringing to bear their knowledge of both government contracting and the capabilities of contractors to maximize fast, reliable service to our government with better quality and at lower costs.