Topics
      • Proposal Management Approach
         – Proposal process
      • Proposal Writing Tips
         – Content
         – Reader’s needs
         – Basic rules
                                  
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  Proposal Management Approach
       •  Proposal process
           – Includes:
               • Documented process
               • Training for all team members
               • Schedule to implement process
       •  Create a process that defines the responsibilities of the 
          team
       •  Follow the structure to ensure the successful completion of 
          a proposal
                                         
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  Proposal Process
       •  Team Members
           – Within proposal development, the roles and titles of the team 
              will vary
               • There may be a large team or a proposal team of one
       •  Proposal Manager: obtains all resources to produce the proposal
       •  Volume Leader: leads the development of a proposal volume for a 
          multi-volume proposal – reports to the manager
       •  Proposal Coordinator: supports manager with the development 
          process
       •  Production Leader: leads the publication process 
          (Printing/Copying/Binding/Packaging)
       •  Proposal Writer/Illustrator: works with the manager/volume leader 
          to provide text and graphics illustrating the solution
       •  Proposal Editor: edits all drafts of the proposal
       •  Pricing Staff: provides the cost information for the solution 
          proposed
                                         
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  Proposal Process
           “Any proposal manager (or outside 
        consultant, for that matter) who claims to 
        know how to run a serious proposal effort 
            without chaos should be quietly and 
          briskly dismissed from reality. Chaos is 
        the very nature of the proposal beast, and 
           the manager who accepts this fact is 
           ready to face another one: While the 
             chaos of proposal work cannot be 
             eliminated, it must be controlled. 
          Otherwise, it will eat the managers, the 
           proposal team, and the proposal itself 
                            alive.”
                    – Pugh, 1993, p. 82
                                
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  Proposal Process
                             Small Proposal
                                   Team
                       Proposal Manager       Pricing Group
                      Proposal Coordinator
      Proposal Writers/Illustrators  Production Group
                                
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