Proposal writing is both an art and a science. The art part is the solution that the customer believes will solve their problem with minimal risk. Often several pages of creative solution content will swing a win. It doesn't matter if the solution is information technology, management consulting, program support, or a product. They are looking for:

• Risk aversion, risk aversion, and risk aversion; the three R's of proposal writing
• Feasibility and practicality of solution (their perceived solution, not yours)
• Speed of implementation
• Speed of staffing
• Uniqueness of staff
• Proven capability to solve the problem
• Nearness to customer
• Special facility
• Unique features and benefits
• Unique management capabilities

You must sense what they want and deliver it on paper. Not knowing what they want beyond the scope of work in the Request for Proposal would indicate a no-bid; someone else knows precisely what they want. Needing work as a reason to bid is a danger signal, and bidding for this reason will ultimately overwhelm your proposal writing resources.

Now the science part. Automate the proposal outline, use templates, maintain a database of up-to-date resumes and corporate qualifications, use model management plans, etc. All of these steps create time for the art.