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Workshop Plan for How to Write a Winning Proposal Course
Objective
This workshop will provide insightful tips, examples, and personal experience on how to write a
winning proposal. The workshop will help business owners in getting the knowledge to get ahead of
their competitors in winning bids and task orders.
Goals
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Having audience understand the proposal writing process, from beginning to end
•
Providing useful examples that will aid audience in grasping course material
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Ensuring that the discussion retains the audience's attention
Prerequisites
There are no prerequisites for this workshop
Materials / Preparation
•Have well-developed visual and presentation aids, such as a Powerpoint presentation, that will
aid audience in remembering material and key ideas.
•Find examples of good and bad proposals to show audience
•Check that any external links are pointing to the proper web locations
•Develop a useful handout that the audience can take with them, and that can assist them in
writing proposals for their organizations
Tentative Short Outline
10 min Welcome & Introductions
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Introduce myself and my proposal writing experience
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A brief overview of the workshop
35 min Pre-Proposal Tasks
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Bid/No Bid Decision
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Dissecting a Government Request for Proposal (RFP)
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Researching for a Proposal
5 min Break
55 min Writing the Proposal
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Developing a requirement traceability matrix
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Executive Summary
•
Management Section
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Technical Solution
5 min Break
Writing the Proposal Continuation
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Cost Section
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Past Performance
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Resumes
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Supporting Materials
10 min Wrap-up and Evaluation
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Provide short conclusion to the workshop
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Leave at least 5 minutes for participants to fill out an online evaluation of workshop.
Tentative Detailed Outline
10 min Welcome & Introductions
•
Introduce myself and my proposal writing experience
•
A brief overview of the workshop
◦An outline of the topics that the audience should expect to be covered
35 min Pre-Proposal Tasks
•
Bid/No Bid Decision
◦Make a realistic analysis of the likelihood of your chances on winning the
proposal.
•
Dissecting a Government RFP
◦Discuss the differences between a RFP, Request for Information (RFI), and
Request for Quote (RFQ)
◦Show an example of a RFP
◦How to read a government RFP
•
Researching for a Proposal
◦Discuss the importance of research before writing a proposal
◦Identify valuable research resources
5 min Break
55 min Writing the Proposal
•
Developing a requirement traceability matrix (RTM)
◦Discuss how a RTM can help in ensuring that you have covered everything that
the RFP or Statement of Work wants you to address
◦Show example of a RTM
◦Where to place it in your proposal and how it can serve as an aid for proposal
reviewer(s)
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Executive Summary
◦When to write the Executive Summary
◦What should the Executive Summary cover
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Management Section
◦Overview of what the Management Section should cover
◦Discuss the importance of ensuring that you mention the potential client's name
five to ten times more than you mention yourself
◦Approach the Management Section like a mini project plan
•
Technical Solution
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