How to write a good proposal

Writing Effective Proposals

NOTE: This is a work in progress, it is not complete.

A proposal is the response to a request for estimates for a piece of work.

It needs to demonstrate that you understand not only the request but also the environment in which it is being made. This means that you need to know or guess the underlying constraints, needs and whims of the customer.

Understand the requirements and issues

Read between the lines of the request. Who is the principal, who are the protagonists, where is the money coming from, how big is the budget, what assumptions are they making.

Ask questions to try and confirm or eliminate the assumptions you have made and so clarify the requirements.

List all of the things that the request specifically asks for and make sure these are all covered in the proposal.

How is the proposal to be delivered? Make sure there is enough time not only for delivery but also production (e.g. printing on good quality paper with logos, etc.)

Sizing and time to complete the proposal

Use the 10% rule

Proposal Outline

• Introduction
• Understanding the Requirements
Describe the problem in business terms and demonstrate that we know what we are talking about by highlighting some of the issues that will need to be addressed. About 1-1½ pages
• Our Approach
Must describe what it will feel like to be working with us.
• Project Management
• Timescales and Resources
• Deliverables
• Commercials