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Winning Government Business, 2nd Edition by Steve R. Osborne

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Chapter 12

Writing the Winning Proposal

The material contained in your proposal is the only information source selection evaluators have to evaluate the proposal. In fact, they are expressly forbidden to include other information. An exception is when oral presentations or site surveys are included as part of the technical evaluation. Even then, that information is normally supplemental to what you submitted in your written proposal.

Your customer may know you and may be familiar with your experience and capability. Even so, do not count on a favorable customer bias or their knowledge of your organization when you prepare your proposal. Such reliance is ill-advised and very risky.

To write the winning proposal, you must clearly respond to all ...

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