Perhaps the main reason of writing is to communicate — arguably this is the root purpose of any writing. In order to communicate through your writing, it must be easily understood. In two-way communication — face to face — you can reiterate a point in response to a question, or simply communicate through a raised eyebrow or a confused look. Writing, however, is one-way communication, so you have only one chance to ensure comprehension. Two techniques that you can use to improve your readers’ comprehension are the use of Fog Index and Pace. The following paragraphs describe these techniques.
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Strategy-Theme-Discriminator Tree Development
During 40 years in the industry, I have found that a Tree-type graphic helps proposal authors visualize the connection between strategy, win themes, and evaluation factors. In this article, I present an example of such a Tree. Take a look at the graphic with this article. Note how we constructed it.
Write a Winning Transition Plan
Courtesy of Carl Dickson, www.CapturePlanning.com
Transition Plans may be an important factor in determining who wins the contract. If there is an incumbent, they may not even need a transition period. If there is no incumbent and everything else is equal, the vendor with the best transition plan may have an edge.
Proposal Strategy Tree
Most companies formulate win strategies, but then they leave it up to the authors to include them in their proposal sections. Frequently these strategies remind one of a teenager learning to swear: the words are there, but they appear awkward and make no sense.
Effect of the Stimulus on Government Contracting and Proposal Activity
The present situation for Government contractors reminds me of the introduction to Charles Dickens’ famous novel, A Tale of Two Cities: “It was the best of times, and it was the worst of times.“ Never during my 30 years in Government Programs has there been anything like it. At the same time, we have:
Keep Your Sentences Short: Why Shorter Is Better
Recently I was working with a client, helping them improve their Executive Summaries. We focused on developing a more client-centered message. We talked about focusing on the customer’s problems first, then showing how solving those problems would deliver a big payback to the client’s organization.
Eliminating Background Noise
I just got back from four days in Las Vegas. I spent the first two days working with Kaiser Permanente, and that was delightful--speaking at their national sales meeting, working with their proposal writers, and leading a workshop for their sales people.
Avoiding Death by Bullet Point
I had a very disturbing conversation with Nick Oulton the other day. Nick is the UK-based author of Killer Presentations, and an expert on using PowerPoint.
Leading Non-Professional Proposal Writers
This article is adapted from my part of a three-person Roundtable, given at the APMP – National Capital Area Chapter, September 17, 2008.
How to Write a Better Proposal Introduction
A blank page can be intimidating. You have a blank page at the start of each proposal. And then another at the start of each section. Most people go through a "warm up" process while they try to figure out what to say.
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- Keep Your Sentences Short: Why Shorter Is Better
- Eliminating Background Noise
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- Leading Non-Professional Proposal Writers
- How to Write a Better Proposal Introduction
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