Rank: Newbie
Groups: Board, Chapter Chairs, Member
Joined: 9/29/2008
Posts: 3
Location: Oregon
|
A lot of writers start out an executive summary or cover letter with words like: "ABC Company is pleased to present this proposal to supply 500 widgets in response to your RFP no. 12345ABC-01. We are particularly pleased...[ad nauseum]".
Such phrases are nonsense because, for starters, companies have no feelings and therefore can't be "pleased" about anything. But more than that, there is no information that is relevant to the prospective customer. It is important to demonstrate a good understanding of the prospect's wants, needs, desires, hopes, fears, and biases at the beginning of the executive summary and then show how your solution will address those issues. You needn't be blatant about it, but you should show that your team understands the issues and can provide a solution that meets (and, preferably, exceeds) requirements.
Having said that, a lot of authors simply have to write trite words and phrases as a way to jump-start their writing. That's OK if it gets them going, but it is our job to smile, say "Thanks for the input," remove the trite verbiage, and get to work on an appropriate message.
The Shipley Proposal Guide has some good advice on this and I would encourage everyone to read that section.
Lee
|
Rank: Newbie
Groups: Member
Joined: 4/17/2009
Posts: 7
|
Lee,
I couldn't agree more with your points below... but it leaves me asking, "so how DO you start a good executive summary?"
- Is it necessary to even identify that you are responding to RFP Number 123456, or does cover of the proposal take care of that?
- Can you give some examples of good title sentences?
- Some bad ones?
|
Rank: Newbie
Groups: Member
Joined: 11/4/2008
Posts: 4
|
"Brianacoleman needs examples of good title sentences. I know this because I read it in the APMP forum. Whoever Brianacoleman selects to deliver good title sentences would have to have a desire to help, time to craft the sentences, and credibility in the career field. The BullShark has those qualities."
Brianacoleman,
The above demonstrates my technique taught to me by a very seasoned proposal professional. Start by letting them know you understand the need. Tell them how you derived that understanding. Tell them the qualities the provider of the solution must have and finally show them you have those qualities.
That should get you started and you can branch out from there if you're careful.
|
Rank: Newbie
Groups: Member
Joined: 4/17/2009
Posts: 7
|
Thanks so much! 
|