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Complete Idiot's Guide to Getting Government Contracts Proposal Leadership’s John Lauderdale is the author of this timely and informative book, which is part of the Alpha Books (an imprint of Penguin Books) distinguished and popular series of books for curious and motivated readers.
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Avoiding Crunches All our proposal efforts end with a flurry of activity, with what seems a lot of lost time and unnecessary stress. Sometime we even submit proposals with inconsistent technical and cost/price sections. How can we avoid these outcomes? Short answer: The proposal creation process, especially for large contracts, is inherently difficult. But creating a detailed proposal plan, a living document, and sticking to it, can greatly reduce the last-minute panic that leads to internally inconsistent , and losing, proposals. These issues and others are discussed in The Complete Idiot’s Guide to Getting Government Contracts. Chapter 18, “Creating Cost/Price Volumes”, describes how to create solid, defensible cost volumes. The most important set of roles and responsibilities that are usually “left behind” in the proposal process is the combined contracts and pricing (C&P) functions. Too often companies march through creating the technical and management solutions to the customer’s problem, while neglecting the C&P functions. Then, in the waning days of the creation process, proposal management hands the C&P function a version of the proposal, saying, “OK. Now price this one. And by the way, we’re already behind schedule, so you don’t have time to do careful cross-checks between the technical and management volumes on the one hand, and your work on the other.” It is small wonder that many companies submit proposals lacking consistency among the volumes.
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