Proposal Perfidy, A Poverty Syndrome (Ethics as a Prerequisite to Proposal Success)

There is a direct correlation between proposal success and proposal ethics, a fact which is independent of the proposal scope or the type of customer. To be successful, a proposal must result in a profit when measured within the total environment of present and future sales. A misleading or unethical proposal has little chance of leading to an immediate contract, is most likely to incur cost penalties if a contract does result, and is certain to reduce the probabilities for future sales. Unfortunately proposals tend to deal in that gray area between fact and fiction; the normal desire to present things in their most favorable light leads to misrepresentation. In his own professional interests the proposal engineer must learn to give an honest and accurate portrayal of his plan and his product.