How to Tackle the Proposal
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Transcript of How to Tackle the Proposal
1
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
10104 Senate Drive Suite 208 Lanham MD 20706 www.amaconsultonline.com
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.
10104 Senate Drive Suite 208 Lanham MD 20706 www.amaconsultonline.com
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”)
10104 Senate Drive Suite 208 Lanham MD 20706 www.amaconsultonline.com
6Delving into the Technical Proposal
Technical Proposal Title Page Table of Contents List of Acronyms Cross Reference Index Technical Approach Introduction Body of Proposal
10104 Senate Drive Suite 208 Lanham MD 20706 www.amaconsultonline.com
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
10104 Senate Drive Suite 208 Lanham MD 20706 www.amaconsultonline.com
9Cost/Price Proposal
Assumptions and Assertions Certification of Price Explanation of Costs Price Reasonableness
10104 Senate Drive Suite 208 Lanham MD 20706 www.amaconsultonline.com
10Attachments
Financials SAM Record Copy of License Reference letters Proof of Bonding
10104 Senate Drive Suite 208 Lanham MD 20706 www.amaconsultonline.com
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
10104 Senate Drive Suite 208 Lanham MD 20706 www.amaconsultonline.com
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
10104 Senate Drive Suite 208 Lanham MD 20706 www.amaconsultonline.com
13
Questions ?
10104 Senate Drive Suite 208 Lanham MD 20706 www.amaconsultonline.com
14AMA Consulting LLC10104 senate Drive Suite 208
Lanham MD 20706www.amaconsultonline.com
Phone:(301)577-9300
10104 Senate Drive Suite 208 Lanham MD 20706 www.amaconsultonline.com