Proposal preparation-the US and European approach
G.A. Keene · 1990
While there are some differences in the organization and presentation of the request for proposal or tender, the approaches to preparing proposals for the US and European markets are, and should be, basically the same. This conclusion is supported by a review of more than 300 technical proposals for the design and production of electronic systems and equipment prepared for domestic, European, and other international clients. It is pointed out that proposal writers must be sensitive to political, cultural, and language differences, and those differences may influence the style or format of the proposal. However, an effective proposal should relate primarily to the requirements of the client and project and should be based on universally accepted marketing, management, and communications conventions.>