Outsider Perception: Writing a federal proposal is like writing a commercial proposal.

Reality: Federal proposals are a breed unto themselves.

Lesson: Learn to write federal proposals using a business process that integrates proposal writing and sales.

Background: Learning to prepare outstanding, first-rate proposals is a task that is difficult at best and often impossible. Many contractors fail to ever master the assignment. Corporate management must be fully committed to the task and must also devote substantial time and resources to developing and keeping a good writing team. In order to start the process, we recommend doing the following:

1. Sell the opportunity first and then write a proposal. Don't write proposals for projects that you haven't sold.
2. In order to put your best foot forward, present customer-centric proposals based on solutions you have proposed to the federal end user.
3. Make sales and proposal writing an integrated and structured business process. Start the process early and have the proposal started when the actual Request for Proposal (RFP) is published.
4. Propose what the customer wants first and then sell them what they need.

Federal proposal evaluators look for simplicity and reader-friendly proposals; they want just the facts supported with evidence. Forget the sales fluff. In order to prepare a thorough, well-organized proposal, your staff must start with an outline. The outline provides the structure needed for your staff to prepare a clear and concise proposal.

Proposal Writing Software: Take five minutes now and save hours of work later - preview Fedmarket's Proposal Writing Template.

Need more information? Contact me.

Installment Series:

Installment 1: The Best Offense is a Good Defense
Installment 2: Make the World's Biggest Customer Your Own
Installment 3: Market Research in the Federal Sector
Installment 4: Become an Insider in the Federal Market
Installment 5: Competition and Price Sensitivity in the Federal Market
Installment 6: Are Federal Bids Wired?
Installment 7: Fundamentals of Federal Contracting
Installment 8: Making a Federal Sale
Installment 9: Closing a Federal Sale
Installment 10: Start with the Credit Card and Quick Buy Markets for Smaller Transactions
Installment 11: Consider Starting as a Subcontractor to a Prime
Installment 12: Selling Directly to Prime Contractors
Installment 13: Pre-approved Government Price Lists
Installment 14: Getting a Pre-approved Federal Price List for Your Company
Installment 15: Small Business Preference Programs
Installment 16: Distinguishing Messages Win in the Federal Market
Installment 17: Selling to Federal Agencies Located in Your Backyard
Installment 18: Getting Started in Federal Sales
Installment 19: Don't Get Caught Up in Red Tape
Installment 20: Steps to Take After Winning Your First Federal Contract
Installment 21: Learn How to Write Federal Proposals
Installment 22: Prosper in the Federal Market

Fedmarket has been helping companies win government business since 1995. We have been featured in the Wall Street Journal, the Washington Post, and other trade publications. Our customer testimonials speak to our competence and expertise in helping customers win federal business. We have been singled out by public and private organizations -- including the Small Business Administration and federally-funded Procurement Technical Assistance Centers -- as the most comprehensive government contracting resource in the industry. Our web site's free content includes informative newsletters on GSA Schedules, Proposal Writing and Federal Business Development.

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