The proposal writing process: seven steps, two review stages
Every proposal engagement in the firm runs the same documented pipeline, in every state, at every level of government. Process is the product as much as writing is, because evaluators score compliance before they score prose.
Scan
The Research and Opportunity Desk and the Capture and Proposal Desk read the complete solicitation: the base document, every amendment, every attachment and the portal's own submission instructions. Amendments are logged, because a missed amendment is the most common cause of a non compliant bid.
Day 1Score
The opportunity is scored against the firm's published criteria, set out on this page. Scoring is recorded in the engagement file, not held in memory.
Day 1 to 2Bid or No-Bid Memo
A one page memo, free of charge, stating the recommendation and the reasons. A no bid recommendation costs the client nothing and saves the fee and the fortnight.
Day 2, FreeCompliance Matrix
Every requirement becomes a line item with a section, an owner and a page target. The matrix is the single governing document for drafting and review.
Day 3Draft
Narratives are drafted from the client's verified facts and structured to the evaluation criteria. Client Delivery holds one structured review call in this window.
Day 4 to 7Compliance Review
Stage one review covers substance and evidence. Stage two is a separate pass: Compliance Review tests the finished draft against the matrix, the forms, the page limits and the portal rules, checkpoint by checkpoint.
Day 8 to 9Submission
The package is submitted through the correct portal, the confirmation is captured, and the full submission record is delivered to the client.
Day 10Bid or no-bid scoring criteria
Every opportunity is scored on the same six criteria before a recommendation is made:
- Eligibility: registrations, set aside status, licensing and bonding the solicitation requires
- Capability fit: whether the client's real offer matches what the agency is buying
- Past performance match: relevant, documentable work that supports the narrative
- Competitive position: incumbents, likely field strength and published award history where available
- Price position: whether the client can price credibly within the expected range
- Time available: whether the remaining window supports the full standard, including two stage review
Delivery standards
- Response to every client message within one business day
- Engagement letter before work begins, on every matter
- Confidentiality as a standard term, not an add on
- Two review stages on every proposal, without exception
- A written record at every stage: memo, matrix, review record, submission record
Compliance checkpoints
Documented checkpoints, cleared across two review stages.
Stage one reviews substance while drafting is live. Stage two is separate from the drafting pass and runs against the compliance matrix only. A proposal does not move to submission with an open checkpoint.
Stage one: drafting review
Stage two: compliance review, separate from the drafting pass
See the process applied to your bid.
The first three steps, scan, score and memo, are free. Send the solicitation and the firm will run them.
Request a free memo