The Wright Company Blog

As a follow-up to last week's blog post about methods independent consultants can use to find contracts, I thought I'd share some guidance on writing proposals in response to formal procurement processes, such as RFPs and RFQs.

 I have written a LOT of proposals over the years - everything ranging from a two-pager for a small $10k contract up to 100+ page proposals for multi-million dollar & multi-year system implementation projects when I worked at Deloitte. I've also helped my clients with their procurement processes, and as a result I have read and evaluated many proposals from other consultants.

I've seen it all - the good, the mediocre, and the truly terrible. But with a little help and practice, YOUR proposals don't have to suck.

 Here are my top 5 proposal-writing tips based on my own experience.

 1. Start with a clear understanding of the client and their needs.

Carefully read and re-read the RFP or RFQ, and spend some time reviewing the...