Government Proposal Writing

Consider how important having the ability
to write a responsive proposal is to you winning contracts as a government contractor. I want to share with you the key information
you must know. What to consider and questions to answer before
creating a proposal to be a project. For the best government contracting and business
advice make sure you subscribe and make sure you hit the notification bell so that you’re
notified when new videos drop right here on the channel happening every Thursday and you
get notified when we go live. One of the tips I’ll be sharing, I have all
my clients use every time they consider a contracting opportunity, and this is coming
out of part three of my 5 Part Government Contracting Framework. Let’s dive into one of the most important
elements that will have a huge impact on your success or failure as a government contractor. All right, so here’s the first thing I want
to share with you guys. It’s about solicitations. One of the key elements to creating a responsive
proposal, it all stems and begins with the solicitation. Now, here’s the thing. Solicitations I have not… Well let me just say personally, I have not
seen one that is always the same. They were exactly the same. Every solicitation you have to treat it individually
and you have to break down the solicitation. You have to be able to analyze, break down
what they’re asking you for, understand what they’re asking for, and then, in turn, take
that and put it into a proposal where you’re responding to what they’re asking for. Okay. It’s very, very important. And one of the most important elements of
the solicitation that you have to be able to decipher is the scope of work. I get asked this all the time. People are like, “Well, the scope of work,
can you write that for me?” And here’s the thing, yes, we can help, anybody
can help you write it, but you should know the scope of work. If you can’t understand the scope of work,
then you shouldn’t be bidding that opportunity because the scope of work is all about you
and performing on that particular opportunity, doing the work that you do. The second thing about these proposals is
what you put in it matters. What you put into your proposal, it really,
really matters. And that’s why in my Bootcamp we spent a lot
of time on the proposal process itself because it’s not something that ideally when done
effectively when done correctly, that you can do it in one sitting or ideally in a day
or something like that. I mean, you could kind of hard charge through
it. I don’t suggest it because that’s where mistakes
happen. And here’s the other thing about proposals
and the solicitations that I do want to say is that when you’re submitting the proposal,
it’s a representation of your company. It is the first thing that they’re going to
ideally see about you. You know how we say those first impressions
are a lasting impression? Well, that’s the same thing when you submit
a proposal. If you haven’t already built a relationship
with the contracting officer or the contracting team collectively, because understand it’s
more than one person reviewing the proposals together to make the decision as to who’s
going to win the opportunity. You want to make sure you put your best foot
forward and know that the proposal is representing your company. It is speaking for you, so you want to make
sure that it’s intact and is written correctly. You’re responding to all of what they’re asking
for. You provided everything they asked for and
your scope of work is tight. The other thing within the solicitation proposal
that you need to know and be aware of is the terminology. Terminology and I dive deeper into this in
the Bootcamp, but you need to understand the terminology because if you don’t understand
the government lingo, then it’s going to be difficult for you to create a responsive proposal. Here’s a little sugar for a dime. If you’ve been submitting proposals and you
haven’t been winning, you’ve done two or three and you’re not winning, no positive feedback
at all, you need to check that out. Are you understanding what the government
is saying? Are you able to break down the solicitation,
pull out the requirements? Are you able to then take it and put it into
a responsive proposal? If you’re not winning, something is missing. It’s something in the written or even your
pricing. One of the two. And the third… Well, the third part of this I want to share
with you is being proactive. Being proactive. I can’t stress that enough. A lot of times we’re waiting around until
the opportunity presents itself. Then it’s like, oh, I want to bid at this,
let’s hurry up and put together this proposal. It does not work like that. And I don’t work like that with my clients
because if we have not gotten to the point to where you’re ready to bid, you’re prepared
and positioned and part of that is knowing how to read the solicitation, break it down,
pull out the requirements, then you’re not ready to bid. We can’t just overnight flip the switch and
okay, let’s do this. You need to be proactive. You need to be prepared for when the opportunities
come out. I say that all the time. If you check across the social media spectrum,
I’m always promoting, maybe preaching if you will, that you need to be proactive in your
approach. And that’s part of your approach. You need to prepare a time beforehand to put
together your proposal template. And I say that because if you’ve been doing
it long enough, you’re going to find that certain information you will always include
in the proposal. But if you don’t have it there readily available,
it’s going to take you hours on end to gather all of that data and information to put into
the proposal. Well over here at the Contractor’s Edge where
we hang out, we don’t work like that. You’ll already have your template together
and ready to go and it’s kind of like plug and play put the pieces in where they go,
but it’s already created and you kind of know what I mean. It’s kind of similar if you think about it
to creating a website. You can’t just sit down and bam, here’s the
website. You got to think about, okay, what’s going
to go here? What is the layout going to be? And then what will I say? You have to write that content for that section. Then you have to proofread and then does it
flows like you want it to flow and say what you want it to say. It’s kind of similar to that. Just a little bit more detailed though, because
we’re having to respond to what’s being asked and then, in turn, put it that way, where
with a website you’re kind of just thinking, okay, I want this here, and then how will
I say it? But I wanted to give you that just so that
you could have an idea of what we’re talking about. Here’s what I want you to do. I want you to comment below, yes or no, no
or yes. Have you created a proposal for your business
before? Whoa. This is it right here. This is going to get juicy. Remember I said I was going to share something
with you in the beginning, stick around? I was going to share. Here it comes. What I’m about to share with you saves me
and my clients from wasting time and bidding resources when we have no shot at winning. This is a game-changer when done correctly. I’m getting ready to share it with you. Are you ready? If you’re taking notes, you’re going to want
to write this down and if you’re not taking notes, you’re going to want to write this
down. Grab your note-taking device, pencil, paper,
whatever it is. Let’s go. You can do a quick check to decide if it’s
worth your time to bid on the opportunity. You can easily determine really quickly, I’m
talking 10 minutes or less as to if you should bid on the opportunity or not. Do I have a shot at winning this or not? Because if you don’t have a shot, why bid? It takes a lot of time to put together a bid
and proposal. Let me just tell you if you have not before,
it’s very time consuming and I say this about government contracts anyway. It’s hard work. It’s time-consuming, but it’s worth the investment. It’s very, very lucrative when done right. Here’s one of the things you want to check. Due date. Check the due date. If you’re just starting out and an opportunity
is due in say a week or two, definitely a week, you probably don’t have enough time
to put it together. If it’s two weeks, you may, you may not. You’re still going to have to push it and
then be realistic that you’re still running your business. So check the due date. Can you meet the deadline? The second thing is looking at the general
requirements. Do you meet the general requirements? If you do not, it’s a no-go. If you can’t meet the due date, it’s a no-go. You also want to look at specific requirements
as far as bonding and insurance. If you’re not bondable, if you’re going at
it by yourself, it’s a no-go. Can you get the insurance that you need to
have? And a lot of times that’s just a matter of
raising your levels if you need to, but you still want to check and see if you can meet
the bonding and insurance requirements. Now, if you answered no to being able to meet
the due date, do you meet the general requirements, do you meet the bonding and insurance requirements? If your answer is no to either one of those
three, move on. Did you hear me? Move on. There you have it. I just giving you insight into preparing proposals
and how to quickly decide if it’s an opportunity that you should proceed with or not. Really quickly. This is where a lot of people are wasting
a lot of time because they don’t go through this and they’re spending time putting things
together and then, Oh my gosh, it’s due tomorrow and we’re not done. We don’t even have our pricing yet. We’re still waiting on pricing and you don’t
get it and you just wasted two weeks. Okay, so you don’t want to do that. Now if you like to go deeper because this
is just the tip of the iceberg, this is just the tip of the iceberg. If you really want to know how to put together
responsive proposals. If you want to know and learn and be able
to do this for yourself, how to analyze, understand solicitations, pull out those requirements
and then put it into a responsive proposal. I’m inviting you to come join us inside the
Contractors Edge Bootcamp Live Sessions. Not just the course where you just get the
product. I’m talking about the live sessions. I’ll put the link down below in the description
as well, and it’s coming here right here at camp. We’re diving deeper. You’re going to actually create your proposal
inside the Bootcamp. You’ll have the template, you’re going to
actually break down a solicitation in most cases that’s related to your business and
what you do. All right, so there you have it. Make sure if you have not, go ahead and hit
the like button for this video. If you’re digging what I put down here today. If you have not subscribed, go ahead and subscribe
to the channel. Hit the notification bell so that you can
be notified every week when we drop new videos right here on the channel. And until next time, I’ll see you right back
here real soon. Bye for now.


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