Assisted NC businesses in winning 3,451 contracts minimum value of $13.26 billion

Principles of Proposal Development Workshop (Mar 8, Cary & Mar 9, Charlotte)

Learn how to write a winning proposal and elevate your win rate to the next level! You respond to RFPs to gain new work, but what sets you apart from your competitors?  Is it solely your price?  Is it your experience?  Or, is it something else?  Join us to find out a few strategies to get the CO’s attention and put you on the winning path!

Strategic Consulting Solutions and Crown Point Consultants in association with the North Carolina Military Business Center (NCMBC) are teaming up to teach you some best practices and even a few tricks of trade to help you succeed and win proposals. Responding to an RFP is costly, time consuming and often frustrating.  This workshop will examine two crucial aspects of a RFP response to help eliminate some of the difficulty.  First, Alan Baker of Crown Point Consultants will cover the necessities of a successful Technical Pricing proposal followed by Laura Davis who will concentrate on the Pricing volume.

WHEN/WHERE.  To help even further, this class will be held in two locations to make it easier for you to attend and grow your business!  

Thursday, March 8, 2018 from 11:00 AM to 2:00 PM 

Wake Technical Community College – Cary Campus 
3434 Kildaire Farm Road
Room 118
Cary, NC 27518

Friday, March 9, 2018 from 11:00 AM to 2:00 PM

Central Piedmont Community College 
1112 Charlottetown Avenue
Room 215
Charlotte, NC 28235


Technical/Management and Past Performance Volumes:

  1. General 
    • Review of Solicitation and Requirements: “C”, “H”, “L” and “M” 
    • Amendments and acknowledgment
    • Capture briefing and SWAT analysis vs. expected competition
    • Annotated proposal outline – compliance, compliance, compliance!
    • If it says “up to 75 pages” do you write 75 pages?
    • Proposal schedule and color review(s)
    • Team and writing assignments
    • Sequence of basic proposal preparation steps
    • Rule of thumb: 60 – 65% planning; 35 – 40% writing
    • Questions to the CO
  2.  Technical/Management Volume
    • Compliance, compliance, compliance!
    • Volume and section/sub-section page count
    • Template, structure, draft review and return system (how many drafts?)
    • Themes, differentiators and advantages
    • Outline expansions – storyboards?
    • Graphics and photos
    • CPARS and “attaboys”  
  3. Past Performance Volume
    • Compliance, compliance, compliance!
    • Use intro to build extra bias (even if it doesn’t score!)
    • How many references?
    • Scope, magnitude, complexity?
    • Relevance and recentness
    • CPARS and “attaboys
    • Relevant PP Photos   
  4. Publishing and Delivery
    • Hard copy and or CDs or Electronic
    • Leave “last minute changes” time in schedule

Proposal Pricing

1.   Review of Solicitation and Requirements
2.   Proposed Indirect Rates
3.   Proposed Direct Costs
4.   Profit/Fee
5.   Competitive Tips/Tricks

REGISTRATION/COST.  $25.00 per attendee (which includes lunch).  Pre-registration is required.  



Up to 3 CPE credits will be awarded to all attendees. 

The NC Military Business Center, the NC Community College System, and the State of North Carolina do not officially endorse events. These items are posted strictly for the information and convenience of NCMBC customers.

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