As you probably realize our proposal writing mantra at Fedmarket.com is: "Write less, win more." Write proposals for the rebids of incumbent contracts and the opportunities you have presold.

Writing fewer proposals will allow you to more readily buy your staff into the proposal writing process. Consider setting up a bonus pool, contingent on a win, to be paid to the people assigned to writing the proposal, contingent on a win. Let them know up front what their piece of the bonus will be if you win. Make it big enough to get their attention and their enthusiasm for writing will increase as will the quality of the content- especially after you have paid a few sizable bonuses.

You will generate an intense interest in proposal writing among your staff if you win most of your bids. Way down deep, they have a sense of what opportunities you should be bidding on and the ones that are FedBizOpps flyers.