Successful Proposal Strategies for Small Businesses

Robert S. Frey is the vice president of knowledge management & proposal development for RS Information Systems, Inc. His 12 years of progressive proposal management expertise involving government, private sector, and international organizations has generated more than half a billion dollars in revenue. Mr. Frey has conducted innovative proposal management seminars throughout the United States and is an instructor in Technology Management at UCLA.

Competitive proposals and small business; strategic partnering with large companies; marketing to and with your clients; request fro proposals; private-sector solicitation documents; the federal acquisition process - new directions; the proposal lifecycle; major proposal components; acquisition and proposal team activities; the role of the proposal manager; structuring international proposals; proposal production/publication; human and organizational dynamics of the proposal process; controlling bid and proposal (B&P) costs; tried and true proposal writing and editing techniques; packaging and managing proposal information effectively; leveraging business complexity in a knowledge economy; planning and producing standard form (SF254/255) responses; epilogue - thinking to win small business competitive proposals. Appendices: marketing information and intelligence sources; select list of acronyms and abbreviations.