How to Write
Winning Proposals
Fiona Brunton
Recruitment Expo Birmingham
October 2013
www.bruntonbidwriting.co.uk
Structuring a Proposal
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Highlight key requirements from the brief
Introduction “Understanding of Requirements”
Prepare section headings
Write text
Cross reference with the brief
Insert commercials
Edit and shorten as much as you can
Add contents page, page numbers & cover sheet
www.bruntonbidwriting.co.uk
Requirements List
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Covers the whole group
Reduce number of providers
Manage costs/efficiencies
Reviewed by cross functional group
Proposal – 3 pages!
Satisfactory level of staff across London
Provide staff for 4 different roles
Training
Staff profiles
Out of hours
Cost
www.bruntonbidwriting.co.uk
Proposal Headings
• Understanding of Requirements
• Ability to Supply of Satisfactory Levels of Staff
Across London
• Ability to Supply the Different Roles
• Mandatory Training Provisions
• Temporary Staff Profiles
• Emergency / Out of Hours Service
• Costs & Rates
www.bruntonbidwriting.co.uk
Making it Visual
Local Authority Area
Brent
Bromley
Ealing
Hammersmith & Fulham
Harrow
Hillingdon
Hounslow
Islington
Lambeth
Lewisham
Currently Supply
Client XXX
✓
✓
✓
✓
✓
✓
✓
Currently Supply
Other Contracts
✓
✓
✓
✓
✓
✓
✓
✓
✓
✓
No of Temps
Registered*
58
9
184
132
119
48
91
43
31
38
*All of these workers have been fully interviewed, vetted and trained and are ready to start work.
www.bruntonbidwriting.co.uk
Incorporate Case Studies
• Use tangible examples and case studies to
showcase you capability / experience
• Give the case study a relevant name
• Use facts & figures - SMART
• Background, Challenges, Actions / Solutions,
Results
• Minimum words / maximum impact!
• Include testimonials
www.bruntonbidwriting.co.uk
Case Study Example
In the last 3 months, one of our food distribution clients changed their rota
system which resulted in a large number of their own staff leaving. This
caused a shortfall of 20 drivers and we were given a timeframe of 4 days to
supply drivers for a training session to make up these numbers.
We advertised the vacancies immediately on multiple job boards, undertook
an outbound calling campaign to all candidates who had expressed interest in
registering over the last 6 months and conducted a telephone networking and
incentivised referral campaign with all our existing drivers. We also managed
to get a last minute advert into the local paper to top up the numbers.
Results:
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34 interviews conducted by end of day 3.
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22 fully compliant drivers to ready to start training by end of day 4.
www.bruntonbidwriting.co.uk
Evidence
• 89 temporary workers transferred in from 4
outgoing agencies within 8 weeks.
• In the last 3 months temporary worker attrition
rate has been less than 6% which demonstrates
our retention strategy is working well.
• We have filled 17 executive roles (salaries £120 £200k) in financial services in London in the last 8
weeks.
www.bruntonbidwriting.co.uk
Common Mistakes
• Failing to stick to the brief / understand
requirements of decision makers
• Failing to give clear responses
• Failing to demonstrate your capability
• Failing to identify / respond to perceived risks
• Poor style
www.bruntonbidwriting.co.uk
Bid Writing Services
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Tender / Proposal Writing Consultancy
Documents & Templates
Training
Free Tender Notification Service
@bidwriting
www.bruntonbidwriting.co.uk
Fiona Brunton