Proposal Development


  • Introduction to Proposal Writing (Level 1)

You can’t win a government contract without writing a winning proposal.  This course was developed to help those who actually write and structure proposals.  If you are a novice or if you have some experience, this class will provide you with enriching course materials to be used during class and as valuable reference in your proposal development process. 


Attendees of this course will learn how to:

  • Review of the solicitation document/request for proposal (RFP)
  • Create a proposal outline and compliance matrix
  • Develop the executive summary
  • Understand the requirement section
  • Design the management approach and plan
  • Structure technical approach
  • Format the personnel section
  • Reformat of resumes
  • Formulate past performance descriptions
  • Organize and maintain boilerplate materials for future proposal development


  • Introduction to Proposal Writing (Level 2)

This class will help improve participants' chances of writing a winning proposal. This training will immediately give the direction and organization needed to tackle the work involved in responding to a large government or corporate RFP.


Seminar attendees will participate in hands-on proposal writing exercises in additional to learning and discussing the following:

  • Myths and realities of responding to RFPs
  • Evaluating the bid/no-bid decision
  • Components of a RFP
  • How to develop your strategy for your proposal response
  • Writing technically sound proposals
  • How to Write to different levels of technical expertise
  • Ensuring that each section and page of your proposal addresses the message you want delivered
  • Using the Freedom of Information Act
  • Why you need to have a proposal debriefing conference


  • Government Contract: Cost Proposal Development

Participants will learn basic elements required to develop a cost proposal including the basis of cost, types of cost proposals, cost definitions, how to establish direct labor rates and indirect rates and how to apply these cost to the cost proposal. Also rules for developing a cost proposal will be covered including other direct cost (ODCs).  Participants will receive hands on instruction on how develop a cost proposal. 


  • Proposal Adequacy

The presentation will provide an overview of how proposal adequacy is determined through discussions on FAR Part 15, Table 15-2 and DFARs 252.215-7009. 


The presentation will discuss proposal adequacy requirements for cost elements such as:

  • Direct Labor
  • Material
  • Subcontracts
  • Other Direct Costs (ODCs)
  • and Indirect Rates. 

Finally, participants will learn about historical data considerations, FAR Part 31 Unallowable Costs, common proposal deficiencies, and regulatory resources to assist with proposal development.