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In most cases, you don't have the luxury of beginning a proposal effort from scratch each time you have an RFP. With only 30 days or less to ship it, you need to be able to pull in information and data from pre-existing sources. That's why you need to maintain some specialized databases from which you can assemble portions of your proposals. There are several products on the market that hold out the promise of streamlining the proposal process and skipping over all "the nuisance" of getting to know the customer. They appeal to naive people in technical organizations who don't understand the winning process. Not a single firm I know that uses these systems has better than a 40% hit rate. They can't achieve better results because they're simply producing new versions of the last winning proposal they produced. The work you can win using recycled proposals is usually the projects the best firms decided to pass on. And you find out why once you win the job - the customer is a maniac to work with, their legal department refuses invoices as a delaying tactic, etc. But you DO need some kind of database infrastructure in order to be ready to compete. At the very least, you'll need to maintain a database of resumes and another of project experience. Next page in the Magic of Winning Proposals | Senior Management | Marketing Manager | Proposal Manager | Proposal Coordinator | Production Staff |
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