SU-290 – Developing a Winning Proposal – 3 Part Series



​​​​​​​Developing a Winning Proposal is our flagship course.  The course has received praise from PTAC's and small businesses from all corners of the U.S. because of the phenominal success small businesses have had in procuring contracts using this proposal development method.  This course is a 3-part series (6 hours of instruction) which will provide you with knowledge of the elements associated with the submission of a successful proposal.  


A special feature of this course is a downloadable PDF version of "A Guide to Developing Winning Proposals", a 76-page proposal development guide authored by Bennie Gonzales.  The guide will be referred to extensively in the course and will serve as an excellent reference tool for businesses to utilize as they develop future proposals. 


Each part of the course includes multiple illustrations, graphics and examples which serve to illustrate important elements and features of a winning proposal.  


Part I

What you will learn:

  • Important preparation steps you must be willing to take to succeed in today’s competitive market
  • Common mistakes you must avoid and actions you must take in mastering proposal development
  • The resources, guides, and other regulations the government uses in developing Requests for Proposals (RFP)
  • Government solicitation and evaluation considerations and decisions and how they affect your proposal response
  • Evaluation methods and other dominant parts of the government’s RFP process and how they have a direct relationship to your proposal response
  • Forms used by evaluation personnel to evaluate your proposal 


Part II

What you will learn:

  • The characteristics associated with the Lowest Price Technically Acceptable (LPTA) and Tradeoff source selection processes
  • Forms and procedures used with each of the above evaluation methods 
  • Solicitations types used in issuing RFP
  • Step-by-step instruction of how you should decipher an RFP
  • Categorizing deciphering findings and their relationship in formulating your proposal
  • Themes – Why they are the core of your proposal
  • Developing themes and how they serve as the foundational basis of your proposal 
  • The key elements in proposal narrative development 


Part III

What you will learn:

  • How to get an evaluators attention – what you need to do have them focus on you 
  • The key elements in the development of your proposal’s Executive Summary Volume
  • The key elements in the development of your Management and Technical Proposal Volumes
  • The key elements in the development of your Cost or Price Proposal Volume
  • Specific illustrations and examples you can use in developing the volumes named above
  • Writing guidelines – what works and does not work
  • The proper use of graphics, tables and format styles accompanied by multiple pictorial illustrations