[62986] in Zephyr_Bugs
Proposal Writing in Three Dimensions
daemon@ATHENA.MIT.EDU (Fedmarket)
Thu Aug 17 01:23:43 2006
Date: Wed, 16 Aug 2006 22:56:22 -0600
From: "Fedmarket" <noreply@fedmarket.com>
To: bug-zephyr@mit.edu
Reply-To: "Fedmarket" <noreply@fedmarket.com>
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<P align=center><font face="Arial, Helvetica, sans-serif" size="2"><IMG
src="http://www.fedmarket.com/CRMFederal/crm_logo.jpg"></font></P>
<P align=center><font face="Arial, Helvetica, sans-serif" size="3"><font color="#0000A0"><STRONG>A Complete
Business Process and Proposal Solution</STRONG></font></font></P>
<P><font face="Arial, Helvetica, sans-serif" size="2"><b>Successful federal sales
require focused sales efforts to build trust-based relationships with federal
customers. Winning federal proposals are based on the customer intelligence
resulting from customer relationships.</b></font></P>
<P><font face="Arial, Helvetica, sans-serif" size="2">Proposal writing should
not be thought of as a separate process or discipline. Rather, it should be
thought of as the critical last step in the sales process; the step necessary
to close the sale. The entire process for opportunity identification to customer
relationship building to proposal writing and finally contract award should
be one highly structured process.</font>
<P><font face="Arial, Helvetica, sans-serif" size="2"><STRONG><EM>CRMFederal</EM>
</STRONG>is a Customer Relationship Management system that integrates the sales
and proposal writing components of a successful sales program. The
system is designed specifically for companies selling services to the federal
government.</font></P>
<P><font face="Arial, Helvetica, sans-serif" size="2">CRMFederal is comprised
of ten web based tasks beginning with customer relationship building and ending
with 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="Arial, Helvetica, sans-serif" size="2"><B><i><font color="#0000A0">More
About the Integration of Sales and Proposal Writing</font></i></B></font></P>
<P></P>
<P><font face="Arial, Helvetica, sans-serif" size="2">Successful federal sales
require focused efforts designed to build trust-based relationships with federal
customers. Winning proposals are based on a thorough understanding of the customer's
needs, and that information can only be acquired through strong customer relationships.</font></P>
<P><font face="Arial, Helvetica, sans-serif" size="2">Proposal writing should
not be thought of as separate from sales. Rather, it should be viewed as
the critical last step in the sales process-- the step necessary to close the
sale. The entire process, from identifying an opportunity, building the customer
relationship, and writing a proposal, to final contract award should
be considered one integrated process.</font></P>
<P></P>
<P><font face="Arial, Helvetica, sans-serif" size="2">The market for proposal
writing software is saturated with "convince them that you are the best" templates.
The templates are designed for one to ten page commercial proposals and are
ineffective for federal proposals. </font></P>
<P><font face="Arial, Helvetica, sans-serif" size="2"><STRONG><i>CRMFederal</i> will:</STRONG></font></P>
<UL>
<LI><font face="Arial, Helvetica, sans-serif" size="2">Track your sales opportunities
and customer intelligence in a Customer Database </font>
<LI><font face="Arial, Helvetica, sans-serif" size="2">Assist you in winning
more contracts </font>
<LI><font face="Arial, Helvetica, sans-serif" size="2">Make your proposed solutions
more compelling </font>
<LI><font face="Arial, Helvetica, sans-serif" size="2">Save thousands of dollars
of proposal writing time </font>
<LI><font face="Arial, Helvetica, sans-serif" size="2">Reduce proposal writing
time </font></LI>
</UL>
<P><font face="Arial, Helvetica, sans-serif" size="2">Proposal writing is both
an art and a science. <EM><STRONG>CRMFederal </STRONG></EM>uses models, templates,
and guidelines for the non-technical parts of a proposal (the science). These
features save significant amounts of proposal writing time and effort. </font></P>
<P><font face="Arial, Helvetica, sans-serif" size="2">The most difficult aspect
of proposal development is writing the technical approach (the art). This frequently
involves several subject matter specialists who aren't good writers, are billable
and not readily available, and abhor involvement in a proposal effort. </font></P>
<P><font face="Arial, Helvetica, sans-serif" size="2"><STRONG><EM>CRMFederal</EM></STRONG>
uses a table-driven approach to developing a technical solution to a customer's
problem. Suggested formats for work breakdown structures are provided and then
converted to linked tables of task and subtasks to generate a detailed outline
of the technical approach. The table hierarchy points out to technical writers:
</font></P>
<UL>
<LI><font face="Arial, Helvetica, sans-serif" size="2">The interrelationship
of task and subtasks in the technical approach </font>
<LI><font face="Arial, Helvetica, sans-serif" size="2">What topics need to be
covered? </font>
<LI><font face="Arial, Helvetica, sans-serif" size="2">Where they need to be
covered in the task/subtask hierarchy </font>
<LI><font face="Arial, Helvetica, sans-serif" size="2">At what level of detail
they need to be covered </font>
<LI><font face="Arial, Helvetica, sans-serif" size="2">Critical points in a
subtask that may have been overlooked </font></LI>
</UL>
<P><font face="Arial, Helvetica, sans-serif" size="2">The table-driven approach
to developing a detailed technical approach outline replaces techniques like
story boards for adding content to a high level outline.</font></P>
<P><font face="Arial, Helvetica, sans-serif" size="2"><STRONG><EM>CRMFederal uses
model text to assist proposal writers in generating a Management Plan. Models
for the following Management Plan sections are provided; totaling over 40 pages
of model text.</EM></STRONG></font></P>
<P><font face="Arial, Helvetica, sans-serif" size="2">Contract Organization and
Management <BR>
Contract Management Policies<BR>
Subcontractor Management and Relationships<BR>
Corporate Support/Project Management Office<BR>
Project Management System <BR>
Contract Schedule<BR>
Staffing Plan<BR>
Quality Assurance Plan<BR>
Risk Management<BR>
Transition Plan <BR>
Human Resources Plan <BR>
Information Security Plan<BR>
Physical Security Plan<BR>
Safety Plan<BR>
</font></P>
<P><font face="Arial, Helvetica, sans-serif" size="2"><STRONG>A summary of the
features and benefits of <i>CRMFederal</i> is shown below. <BR>
</STRONG></font></P>
<TABLE cellSpacing=2 cellPadding=2 border=1>
<TBODY>
<TR>
<TD width="33%"><font face="Arial, Helvetica, sans-serif" size="2">Features</font></TD>
<TD width="67%"><font face="Arial, Helvetica, sans-serif" size="2">Benefits</font></TD>
</TR>
<TR>
<TD vAlign=top><font face="Arial, Helvetica, sans-serif" size="2">Customer
Database</font></TD>
<TD><font face="Arial, Helvetica, sans-serif" size="2">Guides the critical
process of establishing and documenting customer relationships and determining
the opportunities that have a high probability of success.</font></TD>
</TR>
<TR vAlign=top>
<TD><font face="Arial, Helvetica, sans-serif" size="2">Customer Intelligence
Questionnaire</font></TD>
<TD><font face="Arial, Helvetica, sans-serif" size="2">Provides the information
required for intelligent and strategic sales decisions. Helps you: </font>
<UL>
<LI><font face="Arial, Helvetica, sans-serif" size="2">Write proposals
for the high probability opportunities </font>
<LI><font face="Arial, Helvetica, sans-serif" size="2">Identify and eliminate
low probability opportunities </font>
<LI><font face="Arial, Helvetica, sans-serif" size="2">Predict revenue
at an opportunity level </font>
<LI><font face="Arial, Helvetica, sans-serif" size="2">Measure selling
progress at an opportunity level</font></LI>
</UL>
</TD>
</TR>
<TR vAlign=top>
<TD><font face="Arial, Helvetica, sans-serif" size="2">Use of Selling Points
distributed throughout the proposal outline</font></TD>
<TD><font face="Arial, Helvetica, sans-serif" size="2">Distinguishes you from
the competition<BR>
<BR>
Makes your proposal customer centric<BR>
<BR>
Adds compelling content throughout the proposal</font></TD>
</TR>
<TR vAlign=top>
<TD><font face="Arial, Helvetica, sans-serif" size="2">Table-driven approach
to developing a technical solution to the customer's problem</font></TD>
<TD><font face="Arial, Helvetica, sans-serif" size="2">More compelling technical
solutions<BR>
<BR>
A better organized and clearer technical approach<BR>
<BR>
More consistency across technical task descriptions<BR>
<BR>
Improved guidance to technical writers<BR>
<BR>
Better consistency of technical material from multiple writers</font></TD>
</TR>
<TR vAlign=top>
<TD><font face="Arial, Helvetica, sans-serif" size="2">Model Management Plan</font></TD>
<TD><font face="Arial, Helvetica, sans-serif" size="2">A more compelling Management
Plan<BR>
<BR>
A better organized and clearer Management Plan<BR>
<BR>
Person weeks of savings of writer time<BR>
<BR>
Reduce proposal writing time</font></TD>
</TR>
<TR vAlign=top>
<TD><font face="Arial, Helvetica, sans-serif" size="2">Templates and formats
for resumes and corporate experience</font></TD>
<TD><font face="Arial, Helvetica, sans-serif" size="2">Reduce proposal writing
time<BR>
<BR>
Savings in writer time</font></TD>
</TR>
<TR vAlign=top>
<TD><font face="Arial, Helvetica, sans-serif" size="2">Proposal organization
and writing guidelines</font></TD>
<TD><font face="Arial, Helvetica, sans-serif" size="2">Greater clarity and
conciseness of proposal content</font></TD>
</TR>
<TR vAlign=top>
<TD><font face="Arial, Helvetica, sans-serif" size="2">Request for Proposal
decomposition procedure</font></TD>
<TD><font face="Arial, Helvetica, sans-serif" size="2">A more responsive proposal</font></TD>
</TR>
</TBODY>
</TABLE><br><br><hr>
<P align = center><font face="Arial, Helvetica, sans-serif" size="3"><strong><a
href="http://www.fedmarket.com/CRMFederal/demo/chart.html">DEMO <i>CRMFederal</a></i> - Call for a detailed walk through 888.661.4094 ext. 8</strong></font></P>
<hr>
<font face="Courier New, Courier, mono" size="2" color="#0000A0"><br>
<b><font size="3" face="Arial, Helvetica, sans-serif">Proposal Writing Breakfast
with <i>CRMFederal</i> Author, Richard White</font></b> </font>
<P align=left><font face="Arial, Helvetica, sans-serif" size="2">Is your company
experiencing proposal writing problems? Join the crowd of most federal contracting
companies. Learn why your proposals are less than successful in this two hour
breakfast training event. </font></P>
<P align=left><font face="Arial, Helvetica, sans-serif" size="2"><b>Date:</b>
Friday, August 18, 2006 in Bethesda, Maryland</font><font face="Arial, Helvetica, sans-serif"><br>
<strong><font size="2">Time:</font></strong><font size="2"> 8:30 am - 10:30
am</font><br>
<font size="2" ><b>Location:</b> The Federal Sales Academy</font><br>
<font size="2" ><b>Cost:</b> $100 per person</font></font>
<P><font face="Arial, Helvetica, sans-serif" size="2"><b>Richard White, author of
<i>CRMFederal</i>, a Complete Business Process for Sales Proposal Writing will address:
</b></font>
<ul>
<li><font face="Arial, Helvetica, sans-serif" size="2">Why sales and proposal
writing must be treated as a single business process </font>
<li><font face="Arial, Helvetica, sans-serif" size="2">Defensive proposal writing
</font>
<li><font face="Arial, Helvetica, sans-serif" size="2">Advanced proposal writing
techniques </font>
<li><font face="Arial, Helvetica, sans-serif" size="2">Features and benefits
of CRMFederal </font>
<li><font face="Arial, Helvetica, sans-serif" size = "2">Demonstration of CRMFederal </font></LI>
</UL>
<p><font face="Arial, Helvetica, sans-serif" size="2"><A
href="http://www.fedmarket.com/catalog/product_info.php?cPath=22&products_id=38"><STRONG>REGISTER
HERE</STRONG></A></font></p>
<p><font face="Arial, Helvetica, sans-serif" size="2"><b>Question? </b>Call Suzie
White at 301-652-9504 ext 10</font></p>
<hr>
<p><font face="Arial, Helvetica, sans-serif" size="2"><b>For more detail let us
walk you through a demonstration of the product, call 888-661-4094 ext.8. </b></font>
<p><font face="Arial, Helvetica, sans-serif" size="2"><b>Or <A href='http://www.fedmarket.com/contact_us_form.php?ID=18"'>Ask
Richard White</A> 301.908.0546</b> </font>
<p align = center><font face="Arial, Helvetica, sans-serif" size="2"><b>Learn more about <a href = "http://www.fedmarket.com">Fedmarket.com</a> and the products and services we offer call 888-661-4094 ext. 8.
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