Writing Government Proposals

"This paper explores the potential of dynamic, collaborative public-private governance to foster safe innovation. Drawing from primary research, including interviews with tech industry leaders, U.S. Members of Congress, and staff, and an analysis of 150 AI-related bills introduced by the 118th U.S. Congress, this work identifies emerging areas of alignment between policymakers and industry stakeholders. It also highlights opportunities for a unified national approach, despite the challenges of a fragmented legislative environment. The authors propose a dynamic governance approach that brings government and industry together while combining the foresight of ex-ante measures with the adaptability needed to respond to technological advancements. Coupled with existing ex-post mechanisms, the Dynamic Governance Model creates a comprehensive framework to promote competition, innovation, and accountability. It represents a policy-agnostic extra-regulatory framework, including a public-private partnership for standards setting and a market-based ecosystem for audit and compliance. Ultimately, this governance approach can provide regulatory clarity and predictability, fostering an environment where businesses and innovation thrive while mitigating the risks inherent to AI’s transformative power" Paulo Carvao Slavina Ancheva Yam Atir Shaurya Jeloka Brian Zhou

During my time at Qwilr, I’ve seen THOUSANDS of proposals. Here are 4 proposal plays that the best sellers use to close deals: #1 Lead With Problems Start your proposal by articulating your prospects' problems, ideally in their own words. Using quotes from relevant stakeholders within their organisation will grab your buyers’ attention and show you understand their problems. This immediately demonstrates that this isn’t just a generic pitch – you actually understand them and are focused on their specific issues. Doing this also puts decision-makers in somewhat of a tricky situation. They must either… 1. Disregard the opinions of their team as incorrect 2. Acknowledge they’re facing a problem, but decide not to look for a solution 3. Look for a solution (which you are providing in the rest of your proposal) Most (good) leaders will opt for the latter and will read on to better understand your offering. #2 It's Easy to Digest You MUST ensure your proposal is clear, straightforward and easy to understand. Remember, the folks who will be reviewing your proposal are incredibly busy and don’t have time to decipher endless information, searching for what is relevant for them. If your offer is easy to understand, it’s easier to say yes to. Avoid dense walls of text, and use images, graphics and interactive elements to simplify complex ideas. Always steer away from jargon. While it might showcase a level of expertise, you have to keep in mind that it’s likely a number of people will review your proposal. You need to make sure that EVERYONE will buy in. #3 Make It Relevant Buyers want to know that you’ve helped organisations that look like them, or the type of organisation that they aspire to be. Making sure that your proposal speaks to your buyers’ industry, needs, challenges and objectives will increase the likelihood of engagement Build your case by including concrete data and case studies that resonate with your client’s situation. CAUTION: It can be tempting to litter your proposal with logos and quotations from your “biggest” clients. You should not (always) do this! Instead, focus on featuring logos of similar companies or aspirational peers, not just massive brands. Remember, just because a company is “big” to you, that doesn’t mean your client will care. They want to know you can help THEM! #4 Keep Next Steps Simple It’s essential that you break down your proposal into clear, actionable steps – giving your client a roadmap on how to proceed and what will happen when they sign. You should also educate your champion on how to position the proposal to the buying committee, arming them to sell internally. Meet with them and go through your proposal, asking what needs to be removed and added (for other stakeholders) and how they plan to share it more widely. Want to send proposals that impress buyers and close deals? Try Qwilr for free at https://getqwilr.com

Crafting the perfect corporate training proposal. A Deep dive into proposal components Writing proposals is a chore. What to include? what not to include? Having written hundreds of them, here's what I include and why: 1. Executive Summary: ↳ Think movie trailer, not dry summary. Captivate with the vision, not just the facts. 2. What We Heard: ↳ Mirror their language, not yours. Show you've listened, by reflecting their words, not just their needs. 3. The Opportunity: ↳ This isn't just a gap to fill. It's a launching pad for their potential. Highlight the transformation, not just the transaction. 4. Consultation Service: ↳ Position this as a partnership, not a service. Emphasise collaboration, not just consultation. 5. Approach and Methodology: ↳ Innovate, don't regurgitate. Present methodologies that are as unique as their challenges. 6. Project Roadmap: ↳ This is the journey, not just the route. Make it visual, engaging, and clear. 7. Investment: ↳ Transparency builds trust. It's not just about costs; it's about value creation 8. Terms: ↳ Make this easy to say 'yes' to. Simplify legal jargon into clear commitments. 9. The Team: ↳ Sell the dream team. Highlight unique strengths and past successes as a cohesive unit, not just individual CVs. 10. Case Studies/Testimonials: ↳ Show, don't tell. Use stories of transformation and success that resonate with their specific context. Each section of your proposal should not just inform but also engage and inspire. Think beyond the conventional and inject each part with a strategy that shows you're not just a provider, but a partner in their success. What are your top tips for great proposals? #ProgrammeBuilder #OfferActivator #BusinessDevelopment #LearningAndDevelopment #TrainingAndDevelopment #Facilitation #Workshops

🔍 I've been thinking deeply about what makes data-powered governance truly effective. After some observation and some experience, I've identified three critical ingredients – what I humbly call the "Three D's". 📊 Data Exchange Platforms: The foundation that enables innovation through open data sharing and collaborative models. Estonia's X-Road has revolutionized public services by creating a secure data exchange layer connecting government databases. Citizens can access nearly all government services online, with 99% of public services available digitally. Singapore's Smart Nation Sensor Platform integrates data from sensors and IoT devices across the city to optimize everything from traffic flow to energy consumption. 📜 Data Policies: The essential guardrails that establish trust. The European Union's GDPR has set a global standard for data protection, enhancing citizen trust while creating a framework for responsible innovation. Closer home, the DPDP will start to set benchmarks for data-centric guardrails for a massive, diverse, and data-rich country like India. 🧩 Decision-Support Systems: The mechanisms that transform data into action. South Korea's COVID-19 response leveraged their Epidemic Investigation Support System to enable rapid contact tracing while maintaining transparency with citizens. Also, New Zealand's Integrated Data Infrastructure connects data across government agencies to inform policy decisions with robust economic analysis, resulting in more targeted and effective social programs. 💡 When these 3D's are combined deftly by the public-sector, citizen-centric governance becomes the cornerstone for any government. For the scale India operates at, it's a very good opportunity to show the way for the Global South. 🤔 I think we're at that inflection point with the recent announcement of AI Kosha and the DPDP, and they can help safely incubate innovative solutions that will optimize the delivery of government schemes, thereby ensuring timely, targeted assistance for citizens. Thoughts? #DigitalTransformation #PublicSector #Innovation #DataStrategy

Offerors should carefully organize their proposals to fully address all requirements. In the recent GAO protest of Zantech, the agency assigned various weaknesses to Zantech’s technical proposal. Zantech had drafted its proposal with headings that corresponded to the various PWS sections. Based on this, the agency concluded that each section was intended to fully address the specific PWS requirement corresponding to the heading. The agency found Zantech’s answers incomplete in many respects, and also found that many of Zantech’s responses reiterated what Zantech had done in the past as the incumbent instead of  addressing what it would do prospectively under the new contract. The agency assigned fifteen weaknesses, and this resulted in award to Zantech’s competitor. In its protest, Zantech tried to argue that the agency failed to consider the proposal as a whole since many of the flaws noted by the agency were addressed in other areas of the proposal. Zantech also argued that there was nothing inappropriate with the discussion of Zantech’s incumbent performance. GAO disagreed. It noted the general rule that it is an offeror’s burden to submit an adequately detailed proposal. GAO disagreed that other sections of Zantech’s proposal actually addressed the concerns noted by the agency, but in any event, as Zantech made the choice to draft its proposal in a way that indicated each section fully addressed the PWS requirements corresponding to the headings, the agency was not required to engage in a “scavenger hunt” for relevant information. Additionally, while there is no prohibition on discussing incumbent performance, GAO also reiterated that incumbency is not a substitute for a full proposal response and that the agency is not required to fill in missing proposal details based on what it knows about the incumbent performance. Careful organization of a proposal can help to ensure that the proposed approach is clearly and favorably presented to an agency. Correlating headings to requirements is often an effective strategy to ensure that no requirement is missed in drafting. But offerors should keep in mind that such an approach will mean that the agency is permitted to assume that each section is a full and complete response to the corresponding requirement. If that is not the intent, offerors should be explicit about that, and should also consider internal cross references to direct the agency to appropriate information that addresses the full requirement. #governmentcontracting #govcon #bidprotests #smallbusiness #NVTC

I´m off to BETT in London for a full day of meetings next week, but I thought that I would share some learnings about winning education projects. We just won our second project of 2025 in East Africa and with more than 20 years of experience within large public projects, I have learned a few things. Competing for a large-scale public education project is a thrilling challenge that demands vision, time, precision, and focus. Over the years, I’ve gained valuable insights on how to stand out and secure these high-impact opportunities. Here are 7 learnings to guide you through the process: 1️⃣ Understand the Client’s Vision Align your approach with the authority’s goals. Whether it’s improving student outcomes or scaling innovative solutions, your proposal should mirror their aspirations. If you find information online, make sure that it is written after COVID-19. Otherwise, you may be wasting your time by aiming in the wrong direction. 2️⃣ Collaborate with Stakeholders Early Engage teachers, students, administrators, and policymakers upfront. Their input ensures your solution is grounded in real needs and practical implementation. Social media can be a good idea, traveling is a better one. 3️⃣ Emphasize Measurable Impact Public projects are about ROI. Clearly define how your solution will deliver value—improved test scores, lower dropout rates, or increased digital literacy—and back it with measurable metrics. 4️⃣ Master Public Procurement Processes Understand the RFP inside out. Every requirement matters. A flawless proposal is key to progressing through evaluation rounds. 5️⃣ Showcase Proven Experience Highlight your track record. Case studies, testimonials, and data speak volumes about your ability to deliver on time and within budget. Their money has to feel safe in your hands. 6️⃣ Present Scalable and Sustainable Solutions Design for the long term. Show how your approach can grow and remain viable, whether it’s reaching 100 schools or thriving over five years. 7️⃣ Communicate Confidence and Passion Winning isn’t just about the proposal—it’s about inspiring confidence. Let your passion for education shine and demonstrate why your team is the ideal partner for this mission. I have experienced that very formal language is no longer the standard in proposals. Be more human, write about where you may be weak in your knowledge and experience and what your plans are to countermeasure this. These strategies have been critical for me when managing large public projects. With preparation, stakeholder engagement, and a clear focus on impact, you can position yourself as more than a vendor—you become a trusted partner in transforming education. Do you want to win a public project like this? Let me know! Brian Baptista 🇩🇰

🔍 Navigating the intricate world of Request for Proposals (RFPs) has been a cornerstone of my success, contributing significantly to over $80 million in sales in Singapore, Indonesia, Thailand, and the Philippines. Winning RFPs isn't just about offering competitive pricing; it's a strategic dance that involves pinpointing and engaging key decision-makers. Every RFP is an opportunity, and a well-crafted strategy can make a difference in this competitive landscape. Here are some suggestions to improve your chances in an RFP: ✅ Effectively targeting key decision-makers in an RFP is critical to winning the bid. Beyond offering a competitive product and price, it's imperative to strategize when gathering intelligence and identifying end-users and ultimate decision-makers. ✅ Read the RFP carefully. It should provide information about the company's decision-making process, including who will be involved in the evaluation. ✅ Look for clues in the RFP. It may mention specific departments, roles, or even job titles that indicate key decision-makers. Research them online to learn more about their experience, interests, and pain points. This will help you craft a more personalized and relevant response. ✅ Reach out to your contacts. If you have any contacts within the company, inquire if they can provide insights into key decision-makers, such as their priorities and decision-making approaches. ✅ Winning an RFP hinges on minimizing uncertainties to gain control over the entire process. Cultivate relationships early, and influencing decision-makers well before the RFP is issued can significantly impact their perception of your capabilities and solution offerings. ✅ Every clause within the RFP has a weightage, some having a higher score than others. Tailor your response to directly address their needs and interests. Emphasize features and benefits that are most pertinent to them, communicated with clarity and conciseness. ✅ Do not just say no if your product doesn't support a request. Get your BU or customization team to support a workaround. 💰 By adhering to these strategic tips, your RFP response gains a competitive edge, significantly increasing the likelihood of success in securing the deal and increase your earnings as a salesperson. Have you had any notable experiences with RFPs? _____________________________________ 💡 𝘗𝘭𝘦𝘢𝘴𝘦 𝘭𝘪𝘬𝘦 & 𝘴𝘩𝘢𝘳𝘦 𝘪𝘧 𝘺𝘰𝘶 𝘧𝘰𝘶𝘯𝘥 𝘮𝘺 𝘢𝘳𝘵𝘪𝘤𝘭𝘦 𝘦𝘯𝘫𝘰𝘺𝘢𝘣𝘭𝘦 𝘊𝘭𝘪𝘤𝘬 𝘵𝘩𝘦 🔔 𝘵𝘰 𝘳𝘦𝘤𝘦𝘪𝘷𝘦 𝘯𝘰𝘵𝘪𝘧𝘪𝘤𝘢𝘵𝘪𝘰𝘯𝘴 𝘰𝘧 𝘮𝘺 𝘭𝘢𝘵𝘦𝘴𝘵 𝘱𝘰𝘴𝘵𝘴 & 𝘧𝘰𝘭𝘭𝘰𝘸 𝘮𝘦 𝘰𝘯 https://lnkd.in/g4u3YWhW   𝘐 𝘸𝘳𝘪𝘵𝘦 𝘥𝘢𝘪𝘭𝘺 𝘢𝘣𝘰𝘶𝘵 𝘊𝘩𝘪𝘯𝘢'𝘴 𝘣𝘶𝘴𝘪𝘯𝘦𝘴𝘴 𝘵𝘳𝘦𝘯𝘥𝘴, 𝘊𝘩𝘪𝘯𝘦𝘴𝘦 𝘤𝘶𝘭𝘵𝘶𝘳𝘦, 𝘴𝘢𝘭𝘦𝘴 𝘴𝘵𝘳𝘢𝘵𝘦𝘨𝘪𝘦𝘴, 𝘮𝘰𝘵𝘪𝘷𝘢𝘵𝘪𝘰𝘯𝘢𝘭 𝘵𝘪𝘱𝘴, 𝘦𝘧𝘧𝘦𝘤𝘵𝘪𝘷𝘦 𝘮𝘢𝘯𝘢𝘨𝘦𝘮𝘦𝘯𝘵 𝘵𝘦𝘤𝘩𝘯𝘪𝘲𝘶𝘦𝘴, 𝘦𝘯𝘵𝘳𝘦𝘱𝘳𝘦𝘯𝘦𝘶𝘳𝘴𝘩𝘪𝘱 & 𝘵𝘩𝘦 𝘭𝘢𝘵𝘦𝘴𝘵 𝘵𝘦𝘤𝘩𝘯𝘰𝘭𝘰𝘨𝘺. #ccpn #sales #salescoaching #rfp

#Throwback to the Malaysia AI #Governance workshop organised by MyDIGITAL Corporation, Institute of Strategic & International Studies (ISIS) Malaysia and Microsoft where Meling Mudin and I are participants for the workshop. The whitepaper outlining some of the key discussion points and outcome of the workshop is attached for your reading pleasure. Written by Farlina Said TL;DR post reading the whitepaper is as follows: The case for change for Malaysia essentially is gaps persist in Malaysia’s #AI ecosystem, notably around coordination for AI-focused economic complexity, nurturing ethical and innovative data spaces, developing a robust multi-stakeholder talent pipeline, and building a comprehensive harms repository. Our local IC design houses could become vital contributors to the global AI value chain, designing chips for appliances, manufacturing equipment, and yet we must ensure policies attract both local and foreign investment to elevate #Innovation, especially among SMEs. At the same time, Malaysia’s talent pool must keep pace with rapid technology changes, requiring strategic government measures, public-private partnerships, and academia-industry collaborations. Addressing unknown harms of AI is equally critical, calling for a dedicated harms repository or AI safety institute. Updated legislation like the PDPA and Cybersecurity Bill can provide the regulatory backbone needed to protect the rakyat while enabling #EmergingTechnologies to thrive. Some of the key recommendations from the paper are 1. Having a single, empowered AI policymaking body should lead Malaysia’s strategy, coordinating stakeholders, aligning policies, setting targets, and advancing both innovation and risk mitigation. In parallel, sector-based governance can leverage deep domain expertise to strengthen transparency and accountability. 2. A national AI project which is anchored in local R&D, ethics, and value alignment would spur economic growth, signalling Malaysia’s ambition on the global stage, and foster robust AI capabilities. Balanced legislation must focus on high- and prohibited-risk use cases, building on existing laws to operationalise responsible AI, while data governance and ethics centers create safe yet dynamic data-sharing environments. 3. Establishing an AI safety institute dedicated to technical standards, harm mitigation, and best practices will ensure AI development aligns with national values and secures public trust.

Cost Estimation * Cost estimation is the process of forecasting the financial resources required to complete a project within its defined scope and timeframe.    Purpose: To provide an approximate budget for the project. To determine the feasibility and economic viability of the project. To assist in project planning and decision-making. Stages: Initial Estimation: Broad estimates made during the early stages of the project based on limited information. Refined Estimation: More detailed and accurate estimates made as the project scope becomes clearer and more information is available. Techniques: Analogous Estimating: Using historical data from similar projects. Parametric Estimating: Using statistical relationships between historical data and other variables. Bottom-Up Estimating: Breaking down the project into smaller components and estimating the cost of each component. Expert Judgment: Consulting with experts who have experience with similar projects. Output: A detailed cost estimate document that outlines the expected financial requirements for the project. Cost Control *Cost control is the process of monitoring and managing project expenditures to ensure that the project stays within the approved budget. Purpose: To manage and reduce cost overruns. To ensure the project is completed within the approved financial resources. To provide data for financial reporting and project decision-making. Stages: Budget Baseline: Establishing a baseline budget based on the cost estimation. Monitoring: Continuously tracking actual costs against the budget. Controlling: Taking corrective actions to address any deviations from the budget. Techniques: Earned Value Management (EVM): Measuring project performance and progress in an objective manner. Variance Analysis: Identifying and analyzing differences between planned and actual costs. Trend Analysis: Using historical data to predict future performance. Change Control: Managing changes to the project scope that may affect costs. Output: Regular cost reports and updates. Corrective action plans to address any deviations. Final cost performance assessment at project completion. Key Differences Focus: Cost estimation focuses on predicting the financial resources needed before the project starts. Cost control focuses on managing and adjusting the project budget during execution. Timing: Cost estimation is primarily a pre-project activity. Cost control is an ongoing activity throughout the project lifecycle. Objective:  The objective of cost estimation is to create a financial plan.  The objective of cost control is to adhere to the financial plan and mitigate deviations. Both cost estimation and cost control are crucial for effective project management. Accurate cost estimation sets the foundation for a realistic budget, while diligent cost control ensures that the project stays on track financially, ultimately contributing to the project's success. #Cost_Estimation #Cost_control #Safeek #LinkedIn