I am always befuddled when I go to a kickoff meeting and it becomes apparent really quickly that half the people in the room have read only the first three pages of the solicitation document. Aargh! This is a recipe for wasted time that detracts from your efforts to get the proposal off the ground.

Alas, you and your team will need to read the RFP document before you start writing. Self-evident, no? Well let me tell you, if people were as worried about reading the RFP as they are about 'voicing their opinion' I am certain that win rates would rise. What a concept.

So, as the proposal manager or the person stuck with leading the proposal charge, make sure that you instill the fear of God into people working with you about coming to any of your meetings without having read the solicitation. Better, give people reading guidelines so that they understand what they should be focusing on. The following could be a good start:

"Read the RFP to determine the basic work requirements, evaluation criteria, and how the topics need to be covered. Keep an overall prospective. Skip clauses that look familiar and skim read detailed requirements. Pay attention to basic requirements and evaluation criteria. Take preliminary notes on possible chapter topics for discussion including the page number where the item in question appears."

Giving people just this little guidance allows them to know what they should be focusing on. The way most solicitations read, even a truly dedicated individual can get lost in the weeds. So, drive three points home with your team.
1. Read the solicitation--always
2. Read the solicitation with purpose
3. Come to kickoff ready to be a net contributor