Page 200 - Writing Winning Business Proposals
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Writing the Qualifications Slot                       191


                            ◉  The TDW expresses your qualifications as they are related to hot buttons,
                               evaluation criteria, and counters to the competition based on those criteria.
                            ◉  Therefore, that content phrases your abilities and capabilities as they intersect with
                               the buyers’ needs. (See Figure 11.4.)




                          WORK SESSION 9: Writing the Qualifications Section for ABC

                          You know very well that a solidly argued and well-tailored qualifications sec-
                          tion can provide some of the two to five points that make the difference between
                          winning and being an also-ran. Your qualifications section will have to incor-
                          porate and reinforce the themes developed and played out in preceding sections
                          of the proposal and also demonstrate clearly and conclusively that Paramount
                          is superior to its competitors in having the resources and the ability to conduct
                          the proposed methodology expeditiously; to produce a more comprehensive and
                          effective plan; and, if necessary, to help ABC implement the selected alternative
                          in a timely manner.
                            You feel that your own time pressures are building, and you’re hopeful that
                          you can draw on materials from previous proposals that responded to similar







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                            FIGURE 11.4   The TDW’s qualifications column can provide the answers to why you are best
                            FI GU R E  11 . 4  T he  TDW ’ s qualifi     ca tions c olumn can pr o vide the answ ers t o wh y y ou ar e best

                                        qualifi  ed. These answers can be structured by a “why” logic tree. In turn, the
                                        qualified. These answers can be structured by a “why” logic tree. In turn, the

                                        logic tree can structure the argument in your qualifications section.
                                        logic tree can structure the argument in your qualifi cations section.
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