Proposal tips for the engineer: why the facts aren´t enough

It is pointed out that all too frequently engineers assigned to prepare bids are unfamiliar with the persuasive nature of proposals. While they are fine technical experts, they may not understand how to translate that expertise into a document that influences a potential customer. The author addresses this problem and presents proposal tips to the engineer. It is noted that, like engineering endeavors, presenting a proposal is a disciplined, systematic process. It follows, then, that the successful use of a strategy involves systematic steps: evaluate the competitive situation, design the strategy, and incorporate it throughout the document