Solution Engineering: Winning Proposals are Engineered, Not Just Written
Do you feel uncertainty or frustration when submitting a proposal to the government? Are you challenged to make a bid decision with less than adequate information? Many of us wonder, “Did we do enough?” The goal of this book is to illustrate how winning proposals are engineered and not just written. Whenever you engineer something, critical thinking must occur first. Trades happen when you must design a solution within money, resource, and time constraints. This is particularly true when attempting to win business from the government. This book teaches the Solution Engineering Framework. Application of a framework to support design of a winning proposal enables better decision-making and increased probability of winning. It creates an approach centered on “thinking before writing.” What makes this book unique? It teaches a simple, yet powerful, deliberate, engineering-based approach to designing proposal solutions. It also helps develop the supporting narratives. It explains how to avoid common pitfalls. It offers an engineered approach that demystifies the process of winning government proposals. This book provides a capability that complements any existing business development process. Applying what the book teaches will increase the value of your company. It helps store the rich context of how and why a deal was bid. Learn how to stop playing the game of government proposals, squeeze uncertainty out of your bids, and beat the odds and win!