An advantage to organizing by customer concern is that the major topics will directly address issues likely to resonate with the evaluator.Įxecutive summaries that follow the order of the proposal offer a solid introduction and forecast the content to follow. No matter how you organize it, it’s best to keep it simple and reader-friendly. Other methods may work depending on specific proposal requirements. By customer concern, starting with the highest priority.Two common ways to organize an executive summary are: How does the proposal benefit the customer within the context of that vision?.How does the procurement fit within that vision?.The result? They strike out using too many superlatives that have lost meaning over time, such as “world-class” “or “cutting edge.”Īvoid this trap and start with a customer focus: Many writers are aware of this and immediately fall into the trap of trying too hard to make every sentence a home run. Start with the CustomerĮxecutive summaries set the tone for the entire proposal. Here are eight guidelines for writing a clear, concise, and persuasive document. The stakes are high, the pressure is real, and the scrutiny will be intense. You have just been tasked with writing the executive summary for a must-win proposal.
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