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Installment 51 - Writing Winning Proposals



*** SELLING TO THE FEDERAL GOVERNMENT ***      
       
Welcome to our new "back to basics" series called "SELLING TO        
THE FEDERAL GOVERNMENT."  In some cases we touch on issues already         
addressed in our popular series "DOING BUSINESS WITH GOVERNMENT," but     
with new angles and insights.     
   
/-------------------------advertisement---------------------------   
   
Winning Government Business    
Seattle, Washington    
June 18 at the Hotel Andra   
"Winning Government Business" has evolved into a very exciting class with one   
specific goal in mind: To keep you from wasting your time spinning your wheels    
and bidding on opportunities which are already written for someone else. We    
have all heard the objection: "I already have someone who supplies me with your   
product/service."  Our speaker will help you interpret that objection and find    
a way to work around it. We will then help you SELL to these individuals and    
build strong relationships on the local and national level.    
For more information and other seminar dates and locations visit    
http://www.fedmarket.com/productTour/seminar/index.php    
     
   
------------------------------------------------------------------/   
   
Installment 51 - Writing Winning Proposals   
   
In order to win federal contracts, your company will have to write proposals    
in response to those Requests for Proposals (RFP's) in which it has an interest.     
The proposal-writing process is laborious, tiring, and expensive.  Proposals are    
what some might call a "necessary evil" in the government market. You may have    
the best service organization in your industry or sell the very best product    
but the quality of your product or service means very little if your proposals    
aren't of the highest quality.   Unfortunately, many businesses don't put the    
proper emphasis on the proposal's preparation and the end result is often a    
quite shoddy product.   
   
Keys to Proposal Writing   
   
The keys to success are simplistic and are as follows:   
   
"	Try to avoid writing proposals.  In order to do so, obtain a GSA    
	schedule contract and close your deals using your schedule contract.   
"	Write as few as possible.  To achieve this goal, focus on writing    
	proposals on only those bid opportunities you have pre-sold in advance.     
"	Win as many as you write.  To improve your success rate, put great    
	emphasis on producing the very best proposal possible.  Assign the    
	project to your best personnel and consider increasing the allocation    
	of your resources to this process.     
   
Some Important Considerations   
   
"	Avoid negotiated procurements (those with the requirement that    
	applicants provide a technical proposal) unless your company is    
	prepared to make a total commitment to proposal writing.     
"	In choosing those RFP's you intend to bid upon, make bid decisions    
	only after careful and prolonged deliberation.  Bid on only those    
	opportunities your company has a realistic chance of winning.     
   
Corporate management frequently takes a shotgun approach to proposal writing.    
Upon finding a possible bid opportunity, management often makes a hasty decision    
that "this RFP is made for us" and it assigns the task to the proposal-writing    
department and then disappears.  Management should have instead considered some    
of the following factors:   
   
"	Is our company the right one for the project?  If it is, are we capable    
	of preparing a thorough, responsive and highly professional proposal?     
   
"	Did our sales staff pre-sell the opportunity?  If it did not, don't    
	waste your time on preparing a proposal.   
   
"	Did we devote sufficient resources and time to deciding on whether to    
	bid on the proposal? It is far less costly to spend the time and money    
	up front than spending it on losing proposals.   
   
"	Do we have sufficient experience and background information to prepare    
	the proposal?  Consider creating "proposal libraries" which include    
	templates and other forms that document your corporate resumes,    
	experience, capabilities, etc.  Don't wait until proposal crunch time    
	to create such documents.     
   
"	Do we sufficiently and completely understand the customer's needs and    
	requirements?  An important part of your research should include    
	instructing your sales staff to gain an intimate understanding of the    
	customer's expectations.  During this process, the sales staff may also    
	sell the customer on your company and its capabilities.   
   
Winning proposals are written from the customer's perspective. Your proffered    
proposal must demonstrate, among other things, the following:   
   
"	Your business truly understands the customer's needs.    
"	Your company can provide the solution the customer is looking    
	for - not necessarily the one you think is best.     
"	Your business is uniquely qualified to provide those benefits that    
	the customer is expecting.     
   
Learn How to Write Winning Proposals: http://www.fedmarket.com/productTour/seminar/writingProposals.php   
   
Learn How GSA Schedules Can Be Used to Avoid Expensive Proposals:   
http://www.fedmarket.com/productTour/seminar/GSA.php    
   
/-------------------------advertisement---------------------------   
   
Winning Government Business    
Seattle, Washington    
June 18 at the Hotel Andra   
"Winning Government Business" has evolved into a very exciting class with one   
specific goal in mind: To keep you from wasting your time spinning your wheels    
and bidding on opportunities which are already written for someone else. We    
have all heard the objection: "I already have someone who supplies me with your   
product/service."  Our speaker will help you interpret that objection and find    
a way to work around it. We will then help you SELL to these individuals and    
build strong relationships on the local and national level.    
For more information and other seminar dates and locations visit    
http://www.fedmarket.com/productTour/seminar/index.php    
   
   
------------------------------------------------------------------/   
   
   
   
Thanks for reading and, as always, best of luck in your business.           
Feel free to contact me with thoughts or suggestions.  If you need help          
with product sales, call or write as follows: (888) 661-4094 x8,          
sales@fedmarket.com.         
         
Regards,         
         
Richard White, President         
Fedmarket.com         
rwhite@fedmarket.com         
(208) 726-5553 X18
   
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