Question: In our attempt to move to an agile-driven organization, management has asked my team to be involved with responding to a proposal that, if we get it, could provide an increase of 50% in our gross income this year. Since we’ve always complained that we weren’t consulted before contracts were signed, now the pressure is on for us to be very wise regarding what we add to the company’s submission. Are there any rules of proposal development for agile teams?
A. Yes. Just like rules for creating speeches can make the difference between wowing the crowd and expounding to a bored audience, learn the correct way to write proposals. Hint: It is better to win the business than look good and have a fancy document.
B. Yes. Many colleges and universities have degrees in contract writing. At least one person on the team should have at least 12 hours of formal education before you include the team’s ideas in the proposal. The good thing is that this training can also be used for PDUs.
C. No. Those who become skilled in contract negotiation and responding to proposals are housed in a special procurement department. They have eked out their skill sets through years on the job. While you can sit in on meetings, don’t risk looking foolish. Always defer to their ideas and decisions.
D. No. There is so much political intrigue and price fixing involved in Request for Proposals (RFP) or other versions of how organizations solicit bids that not much depends on the actual proposal submitted by your organization. See if anyone on your team knows anyone in the potential customer organization who could leverage the decision to your advantage.
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