 Building relationships with customers and partners

 Proposal marketing strategies

 Decision making to develop a proposal
I. Competition
II. Risk
III. Mission
IV. Extension of Capabilities
V. Reputation
VI. Customer funds
VII. Proposal Resources
VIII. Project Resources
 Creating winning proposals
 The proposal preparation process
 Elements that may be included in a proposal
1. Technical Section
I. Understanding of the need
II. Proposed approach or Solution
III. Benefits to the customer
2. Management Section
I. Description of Major Tasks
II. Deliverables
III. Project Schedule
IV. Project Organization
V. Related Experience
VI. Equipment and facilities
3. Cost Section
I. Labor
II. Materials
III. Equipment
IV. Facilities
V. Subcontractors and consultants
VI. Travel
VII. Documentation
VIII. Overhead
IX. Escalation
X. Reserve
XI. Profit
 Pricing conditions
1. Reliability of the cost estimates
2. Risk
3. Value of the project to the contractor
4. Customer’s budget
5. Competition
 Customer evaluation of proposals
 Types of contracts between the customer and the contractor
1. Fixed-price Contracts
2. Cost Reimbursement Contracts
 Measuring success of proposal efforts