How to Manage and Write Winning Proposals

Client-Focused, Compliant, Competitive and Thoughtful Proposals

COURSE OVERVIEW

Profit and nonprofit businesses and organizations are primarily depended on winning contracts and / or grants for their survival and growth. Consequently, proposal development, management, design and preparation are the most important business activities that your firm / organization performs.

Proposals are knowledge-based sales documents. You need to create a proposal document that allows evaluators to see your strengths and discriminators. Proposals must be client focused, thoughtful, competitive and in compliance with the Request for Proposal requirements. Proposal Managers and Writers should systemize their proposal preparation process in order to set the right direction in one hand while reducing the amount of rework and meeting deadlines on the other.

In this course You will learn how to prepare a structured a compliant persuasive technical proposal document that makes your client feel comfortable that your company / organization is reliable and superior.

LEARNING OUTCOMES

  • Increased knowledge of the necessary techniques to intelligently develop, manage and write proposals
  • Increased capacity to use proposal outlines as a compliance, management and writing tool
  • Improved capacity on how to tell a persuasive story, generate winning themes and build them into the proposal document
  • Increased understanding of what is required to include and write under each major proposal section

TRAINING AGENDA

DAY 1: Proposal Management

  • Proposal lifecycle
  • Proposal Planning: Kick-off management meetings
  • Proposal story-boarding
  • Proposal outline
  • Proposal compliance matrix: Proposal Detailed Outline

DAY 2: Major Proposal Sections

  • Client and Project Understanding Section
  • Technical Approach: Tools and Techniques
  • Management Approach
  • Work Plan

Day 3: Towards Maximizing Your Scores

  • Executive Summary Writing
  • Common evaluation criteria: Proposal sections and graphics
  • The Role of the Proposal Manager

LEARNING OUTCOMES

  • Increased knowledge of the necessary techniques to intelligently develop, manage and write proposals
  • Increased capacity to use proposal outlines as a compliance, management and writing tool
  • Improved capacity on how to tell a persuasive story, generate winning themes and build them into the proposal document
  • Increased understanding of what is required to include and write under each major proposal section

ADDITIONAL INFORMATION

  • This training course of instruction and practice is delivered over 3-days (18 hours).
  • This training workshop is a foundation to intermediate level
  • The course is highly interactive using groups discussions, individual exercises and case studies
  • Presentations, materials and handouts are in English. Trainers are bilingual Arabic / English

Engineer Alaa Shaheen has served for 12 years as the Middle East Business Development Director for AECOM, one of the largest American Engineering Design, Construction Management and International Development Services Company. He has supported in the design and development of several winning proposals submitted to a variety of MENA region institutional and private sector clients such as USAID, European Union, World Bank, Thomson Reuters, Al-Futtaim group, General Electric, etc.  Alaa serves as a Lead Trainer at the Engineering Service Unit of the American University in Cairo teaching how to manage and write winning proposals. Eng. Alaa is a certified Trainer by the German Institute for Academic Exchange DAAD and the International Labor Organization. Engineer Alaa has a Master Degree in Construction Management from Brighton University, United Kingdom, 1996, and a Bachelor Degree in Construction Engineering from the American University in Cairo, 1993

HOW TO JOIN

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