Elevator Speech

Predicts how well your near-final proposal would score when evaluated by the customer.

A matrix, often built alongside the compliance matrix, that traces each solicitation requirement to the exact section, page, and paragraph where the proposal addresses it.

A matrix aligned with the compliance matrix that tracks exactly where in the proposal each compliance requirement has been addressed.

Shipley's framework: Compliance, Responsiveness, Strategy, Competitive Focus, Writing Quality, Visualization, and Page/Document Design.

A short, written statement at the start of a major proposal section that ties the section's content to a customer benefit and the proposal's win strategy.

A customer-focused statement describing how specific parts of an offer will positively affect the customer's business or mission.

Lessons learned review focusing on improving future submissions.

A hierarchical breakdown of all the work required to deliver a project's scope, used to organize cost estimates, staffing, and schedule.