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Slide 54
• Review , compare and update your small business profile
• Find and study sample RFPs, RFQs and other solicitations
• Chart your competitive position and pricing framework
• Identify potential government customers and needs you can fill
• Select a solicitation you are qualified for and prepare a draft proposal
• Seek, listen, reflect and act on experienced guidance
• You will know when you are ready…
Application
Proposal Preparation – Reflection & Application
How to Prepare Government Contract Proposals
Improving the Odds…
Ok, so we have covered a lot of ground and much information has been shared. There is
however, a big difference between learning something and doing something with which you
have learned. So…, consider this concluding message a push to apply what you have learned.
Take these constructive actions:
• Review, compare and update your small business profile in SAM, the DSBS and your
qualifications statement. Then discuss and appropriately refine under the guidance of
contract professionals.
• Find and study sample RFPs, RFQs and other solicitations in the FBO. Practice responding to
these requests.
• Chart your competitive position and pricing framework.
• Identify potential government customers and specific needs you can fill.
• Still in a practice mode, select a government solicitation you feel you are qualified for and
carefully review all aspects of the request. Go through all steps in the solicitation process
and craft a compelling case as to why your firm offers the best solution. Review and discuss
your draft proposal with experienced contracting professionals.
• Continue to seek, listen, absorb, reflect and act on the guidance from experienced
contracting professionals.
• You will know when you are ready to formally submit your first proposal to the government.
And finally, if you do not win a contract after submitting a proposal, try to learn from the
experience. Sometimes debriefings can be an
excellent learning tool for developing future proposals.