2.1 Organizing the Proposal for Ease of Evaluation When a customer issues explicit instructions in a solicitation on how a proposal should be organized, follow them. As you follow the customer’s organization instructions, also think about their hot buttons or underlying concerns they are trying to resolve. Use the guidelines listed in figure 8 to strengthen the proposal’s organization.
Mimic the numbering system, naming conventions, and order listed in the bid request.
Follow the organizational structure of the bid request.
Use telegraphic and informative headings at appropriate section levels.
Allocate all requirements to a section in the outline.
Develop outlines for unsolicited proposals only after collaboration with your customer.
Figure 8. Key Organizational Practices. The way you organize a proposal affects how it may be received by the customer. Mimic the organization of the customer’s bid request, as this is most familiar and comfortable to the customer.
Principles of Proposal and Section Organization Regardless of your overarching organizational scheme, adhere to fundamental principles whenever writing to persuade your reader. These principles make your documents easier for customers to understand and improve the likelihood they will choose your proposal.
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