This article is directed at those who have already submitted their proposal and have been invited to make a presentation to a selection panel.  If your client has required you to make your actual proposal in person, many of these tips will help, but you must address other needs as well. We’ll talk about those

In the beginning, you tell ’em what you’re going to tell ’em. How you begin your presentation is critical. In fact, the introduction is the most important part of your presentation (it beats the conclusion out by a hair). Why? Because it’s your only chance to make a first impression. You can show the client

Every proposal gets reviewed.  Too often, however, it only gets reviewed once, and at the end of the process, just before it goes out the door.  This leaves no time to improve, and the quality will invariably suffer. What does your review process look like? You often prepare the proposal under so much time pressure

The best way–the only way, really–to make sure your proposal is giving the client what he wants is to have it reviewed by an objective panel that have been briefed to think like the client. This type of review is often called a Red Team Review. The idea is to assemble a group of people

How important is an executive summary? Simply put, it can be central to success. Consider this: The executive summary may be the only part of your proposal read by senior management and the only part read by all of the evaluators. Yet many firms don’t understand the significance of this key section. A poorly written

Here’s a question I get asked often: “How do I figure out what to say in my sections when there is so much I could say? Where do I begin?” The technical folks usually ask it. They are faced with an RFP requirement that is pretty vague, like “Describe your approach to Mission Control Software”

The short answer to the question above is VERY!! I’ve already written a couple of articles about this, but it bears repeating: How the proposal looks is extremely important, especially when you consider a couple of important facts. Number one, studies have shown that almost half of your readers—in fact, half of the human race—takes

The best way—the only way, really—to make sure your proposal is giving the client what he wants is to have it reviewed by an objective panel that have been briefed to think like the client. This type of review is often called a Red Team Review. The idea is to assemble a group of people

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