Professional proposal management considers a clear definition of the proposal process, development of standardized procedures as far as possible, external communication of strengths and compensation of internal weakness. It is mandatory to consider all requirements of the customer and these must be reflected consentient in the work description, work breakdown structure and project schedule.
Many companies do not give the necessary priority to the proposal process, although this process is substantial for the future business development. Therefore it is important to structure the proposal phase in due time. A dedicated proposal team, a proposal schedule and a flow diagram, developments of story boards and independent review teams are required to establish meaningful proposal documents.
Avoid high speed bidding!