KEY PERSONNEL IN THE GOVERNMENT PROPOSAL PROCESS
1. The Capture Manager establishes the opportunity, qualifies it based on customer needs, company capabilities and strategy, and competition.
2. If possible, the Capture Manager meets with the customer ahead of time to establish relationships and to possibly shape the opportunity through presentation of company solutions.
3. The Capture Manager presents detailed information on the opportunity to corporate decision-makers and the Proposal Manager.
1. The Proposal Manager develops the Proposal Management plan, a detailed set of instructions on how you are going to win this opportunity.
2. The Proposal Manager will make sure all team members; writers, reviewers, Subject Matter Experts, proposal coordinators or technical writers, graphics, and other key people, understand their assignments and deadlines as well as the requirements of the RFP.
3. The Proposal Manager’s biggest challenge and responsibility is to keep the team and the schedule on track. He/she uses daily tag-ups and individual meetings and makes sure that the team understands the worksheets or other templates.
1. Manages the schedule and communicates goals, requirements, and expectations with the writers.
2. Reviews and edits content, reports gaps or problems, and develops work-arounds.
3. Reports to the Proposal Manager and is responsible for delivering a compliant, complete, and compelling volume.
1. Writing a proposal requires skill, training and experience, not just in English and writing, but also in writing proposals which is an art and science of its own.
2. The writers need to be familiar with the technical aspects of the section they are writing and the customer needs, systems and processes.
3. They must be available for meetings, rewrites, collaboration and research.
4. Sections need to be developed from the ground up. Use resources and information that is available but tailor it and modify it to meet the specific requirements of the RFP.
5. Most importantly, they need to be willing to take instruction and suggestions. In the end, a proposal is truly a team effort.
1. Technical expertise is important along with experience in writing and reviewing proposals.
2. The reviewer’s job is to make sure that the proposal sections are compliant with the requirements of the RFP, cover the technical requirements, and are clear and understandable to the Government reviewer.
3. They should read them first for clarity and impact. Then, they should look at organization, graphics, and try to evaluate as an outside reviewer might.
4. Their comments should be respectful, helpful and in line with the proposal process.
OTHER KEY PEOPLE
1. Other key members of the proposal team are:
a. Graphics: They turn ideas into impactful messages
b. Proposal Specialist or Proposal coordinators: Check and correct formatting, spelling, and writing technical requirements; develop checklists, compliance matrices, data calls, and other templates as required.
c. Executive Staff: Someone signs the proposal. If the proposal is incomplete or noncompliant, it is their name on the dotted line.