[39655] in Zephyr_Bugs
Proposals: Structure and Automate Your Sales and Proposal Processes
daemon@ATHENA.MIT.EDU (Fedmarket)
Sun Feb 12 18:00:01 2006
Date: Sun, 12 Feb 2006 15:54:52 -0700
From: "Fedmarket" <noreply@fedmarket.com>
To: bug-zephyr@mit.edu
Reply-To: "Fedmarket" <noreply@fedmarket.com>
Content-type: text/html
Message-Id: <20060212225452.D44DA3CD46B@wrtlnx07.wrtech.com>
<head>
<title>Proposal Writing</title>
</head>
<body>
<p align="left"><img src="http://www.fedmarket.com/images/logo.gif" width="239" height="57"></p>
<div align="left"><font size="+1"> <font face="Courier New, Courier, mono" size="2"><b>Welcome
to our series called "Proposal Writing." This newsletter is the thirty-second
installment in a series of email newsletters about proposal writing and federal
sales.</b></font><br>
</font> </div>
<div align="center"> </div>
<hr>
<p><font face="Courier New, Courier, mono" size="2"><b>Installment 32 - Structure
and Automate Your Sales and Proposal Processes </b></font> <br><hr>
<p><font face="Courier New, Courier, mono" size="2">In "Installment 31: Integration
of Sales and Proposal Writing," we recommended that you integrate the sales
and proposal- writing process. Guidelines, procedures, and templates should
be developed for the following interrelated processes and then the processes
should be tied together into a single automated system. </font>
<p><font face="Courier New, Courier, mono" size="2"> Start with the Customer Database
and Customer Intelligence Questionnaire. Use Microsoft Access or similar database
software to develop a simple customer opportunity tracking system. Include a
Customer intelligence Questionnaire as part of the database. The questionnaire
should include key questions such as: </font>
<p>
<ul>
<li><font face="Courier New, Courier, mono" size="2">Who wrote the RFP and who
is on the Evaluation Committee? </font>
<li><font face="Courier New, Courier, mono" size="2">Who do we know at the agency
and are they on the evaluation committee? </font>
<li><font face="Courier New, Courier, mono" size="2">What are the prospective
customer's problems and how can we solve them? </font>
<li><font face="Courier New, Courier, mono" size="2">Who are our competitors
and what does the customer think of them?</font>
</ul>
<p><font face="Courier New, Courier, mono" size="2">The overall process should
start with the development of a relationship with the customer and end with
a winning proposal. Use the Customer Questionnaire to develop Selling Points.
Use the Selling Points to develop a draft Executive Summary and detailed proposal
outline. Write the proposal from the detailed outline. Guidelines and automated
procedures should be developed and tied together using a web-based system. The
processes are as follows: </font>
<p>
<ul>
<li><font face="Courier New, Courier, mono" size="2">Executive Summary </font>
<li><font face="Courier New, Courier, mono" size="2">Proposal Outline </font>
<li><font face="Courier New, Courier, mono" size="2">Compliance Matrix </font>
<li><font face="Courier New, Courier, mono" size="2">Deconstruct the RFP </font>
<li><font face="Courier New, Courier, mono" size="2">Proposal Schedule </font>
<li><font face="Courier New, Courier, mono" size="2">Kickoff Meeting </font>
<li><font face="Courier New, Courier, mono" size="2">Technical Approach </font>
<li><font face="Courier New, Courier, mono" size="2">Management Plan </font>
<li><font face="Courier New, Courier, mono" size="2">Personnel </font>
<li><font face="Courier New, Courier, mono" size="2">Corporate Experience </font>
</ul>
<p><font face="Courier New, Courier, mono" size="2">HTML procedures should link
to downloadable Word documents for templates and tables that will become part
of the proposal. </font>
<hr><br>
<font face="Courier New, Courier, mono" size="2"><img src="http://www.fedmarket.com/CRMFederal/crm_logo.jpg">
</font>
<p><font face="Courier New, Courier, mono" size="2">You can build your integrated
sales and proposal-writing processes in-house or you can purchase CRMFederal,
Fedmarket's new web-based software product. The new CRMFederal product includes
the Proposal Architect, our current proposal writing product. Current owners
of the Proposal Architect will be provided with access to CRMFederal at no charge.
</font>
<p><font face="Courier New, Courier, mono" size="2">CRMFederal is comprised of
ten web-based tasks. Upon completion of the tasks, the user will have a completed
proposal. Processes within tasks are activated through a web browser. Model
proposal text and templates are provided in downloadable Word format. </font>
<p><font face="Courier New, Courier, mono" size="2">Call Matt Hankes at 301.652.9507
for additional information on CRMFederal. </font>
<p><font face="Courier New, Courier, mono" size="2">Sharpen your proposal-writing
skills by attending one of Fedmarket's seminars at the <a href = "http://www.fedmarket.com/seminars/academy-index.shtml"><b>Federal
Sales Academy </b></a>in Bethesda, Maryland. </font>
<p><font face="Courier New, Courier, mono" size="2">We offer two proposal courses,
"<a href = "http://www.fedmarket.com/seminars/proposal-writing-seminar.shtml"><b>Writing
and Managing Winning Proposals</b></a>" and "<a href = "http://www.fedmarket.com/seminars/advanced-proposal-seminar.shtml"><b>Capture
Planning/Advanced Proposal Writing</b>.</a>" </font>
<p>
<font face="Courier New, Courier, mono" size="2">Visit our <a href ="http://new.fedmarket.com/calendar/index.php"><b>seminar
calendar</b></a><b> </b>for upcoming dates and locations or call our seminar coordinator,
Suzie White, at 301.652.9504.
<br><hr>
<DIV align=center>
<P><IMG height=56 src="http://www.fedmarket.com/images/whitepaper.jpg" width=72> <FONT
color=#0000a0><B><FONT face="Courier New, Courier, mono" color=#000000
size=2>Free Informative Whitepaper by Richard White: <A
href="http://www.fedmarket.com/whitepaper_download.php?which_one=gsa_schedules">
Solution to the Proposal Dilemma</A></FONT><FONT color=#000000><A
href="http://www.fedmarket.com/whitepaper_download.php?which_one=gsa_schedules">
</A></FONT></B></FONT></P></DIV><br><hr>
<p>If you need help with any other product sales, call or write as follows: (888)
661-4094 x8 or <a href="mailto:"><b>sales@fedmarket.com</b></a>.
</font>
<p><font face="Courier New, Courier, mono" size="2">Regards, <br>
Richard White<br>
President <br>Fedmarket.com <br>
The Federal Sales Academy <br>
<a href = "mailto:"><b>rwhite@fedmarket.com </b></a><br>
(301) 652 - 9506 (office)<br>
(434) 962-9508 (cell) </font>
<p>
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