Proposal writing processes can be complex and overwhelming. Some clients have over 200 steps, while others have just a few, all aligned with industry standards laid out by the Association of Proposal Management Professionals. However, it’s crucial not to lose sight of the bigger picture amidst these details. SMA: The Program Lifecycle Company has thrived for almost four decades by sticking these nine timeless winning principles.

1. “Don’t use a sledgehammer to crack a nut”. Adjust your process to the competition
2. “Plan the proposal, design each page, plan what you are going to write on that page and only then, finally write”. Don’t just write proposals, develope them.
3. “You can’t edit your way to a winning proposal”. Quality is the result of following the process, not from inspections.
4. “Don’t make the reader guess, they have a day job and more things to do than time”. The burden of reasoning is on the writer, not the reader.
5. “The winning proposal offers the best value to the customer and can be performed at the offered price”. Use the process to anchor competing advocacies between growing sales, minimizing execution risk and achieving financial results
6. “If you can’t test it, how do you know it is good?”. Your win strategy must have a clear burden of proof and be tested.
7. “Take the actions to create a clear choice for the customer”. Know what it takes to go from being offerable to contesting for the win.
8. “Find new, creative ways to be competitive”. Out-think your rivals.
9. “Before you can win, you need to develop a team that can win”. Winning is about your leadership.

Keep these principles in mind every time and you will win more consistently. For help with your next proposal, Contact Us.

Master the art of winning proposals with “The Essential Principles of Winning Proposals” by SMA: The Program Lifecycle Company. These nine principles of developing winning proposals have passed the test of time yet are even more relevant in today’s hypercompetitive market environment, which has created similar challenges for all businesses, whether you are pursuing new opportunities in the public sector or in commercial markets.

Improving your capacity to compete has become that much more critical, yet common challenges continue. The nine principles presented in this book will help you address these and other challenges for your business.