Proposal writing is the Achilles heel of federal proposal writing. Most companies wish there was an easier way and evaluators dream of it going away altogether. The recent trend of “project experience based” Multiple Award Contracts (MACs) is a start on an easier way but are far from the solution. Proving project experience through contract documents and corresponding performance evaluations can complicate RFPs even further than a traditional RFP. But they do solve the technical writing requirements that plague many small businesses.

The art of proposal writing consists of providing a compelling solution that addresses all of the requirements specified in the RFP. And then avoiding the trash pile by being completely compliant with every requirement in the RFP. Don’t try to think for the customer. Give the customer everything asked for in the RFP, down to the minutest of detail. Write to each and every solicitation requirement, even if it appears to be meaningless on the surface. Evaluators love to eliminate proposals to save time and effort or, sometimes, to help their favorite organization,” and not addressing all of the specified requirements can deem a proposal destine for the trash pile.

Give evaluators precisely what they asked for in the simplest, clearest and most compelling way.