Writing Persuasive Proposals
James E. Vincler, Nancy Horlick Vincler · Journal of Management in Engineering · 1996
Advice on proposal writing, including these tips: Remember that a proposal is a firm’s offer to supply a certain service or product to a prospective buyer, within a certain time, for a set fee. Decide whether to submit a proposal, by weighing risks versus rewards. Know your competitive odds. Submit proposals that give you (and your fellow engineers) a chance to help your company survive, prosper, and grow. In a sales proposal, stress benefits. In a government proposal, respond specifically to the rigid Invitation for Bids or the more flexible Request for Proposals. Use your engineering expertise to show your company’s technical superiority and sound ideas to win contracts and keep your job. Show that you know the problem, you offer the best solution, and you can make the solution work. Remember that your proposal quality predicts your work quality. Select a format that projects professionalism, efficiency, and cost-awareness. Don’t pad the proposal.