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.