List your labor categories and hourly rates:
Category:
Base Pay:
Fringe:
Overhead:
G&A:
Fee:
Total Billable Rate:
Understanding the Anatomy of a Government Proposal
All federal proposals follow a standard framework:
1. Executive Summary
2. Technical Approach
3. Management Plan
4. Staffing Plan
5. Past Performance
6. Quality Control Plan
7. Risk Mitigation Strategy
8. Pricing Volume
9. Required Attachments
This section explains each part in detail and provides examples and templates.
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Section L (Instructions to Offerors)
Section L tells you EXACTLY how to format and structure the proposal.
This includes:
• Page limits
• Font size
• Spacing
• Required sections
• Document structure
• Attachments
• Mandatory forms
If you do not follow Section L, your proposal is immediately rejected.
Section M (Evaluation Criteria)
Section M tells you HOW the proposal will be scored.
It includes:
• Technical evaluation criteria
• Management evaluation criteria
• Past performance scoring
• Price evaluation
• Strengths, weaknesses, deficiencies
We teach you how to write to the SCORE, not the story.
Writing a Powerful Technical Approach
Your technical approach must show:
• Understanding of requirements
• Step-by-step execution plan
• Tools & technology used
• Compliance with standards
• Risk reduction
• Value to the government
Includes template language and sample paragraphs.
Management Plan & Organizational Structure
This section explains how to articulate:
• Leadership structure
• Lines of authority
• Project manager qualifications
• Staffing approach
• Subcontractor management
• Communication plan
• Deliverable schedule
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Past Performance Strategy
Even without past performance, you CAN WIN.
This section includes:
• Personal experience
• Subcontractor experience
• Key personnel experience
• Commercial experience
• Similar project summaries
Plus templates for turning small jobs into strong past performance entries
Pricing Strategy & Cost Development
Pricing must be:
• Competitive
• Realistic
• Defensible
• Profitable
Students will learn:
• How to calculate labor rates
• How to apply indirect rates
• How to build price sheets
• Understanding fringe, overhead, G&A
• Pricing for T&M vs FFP contracts
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Compliance Templates & Attachment Requirements
Government proposals often require:
• Resumes
• Letters of commitment
• Past performance questionnaires
• SF1449 / SF30
• Representations & certifications
• Insurance documents
• Quality plans
Templates provided in final workbook design.
Red Team & Gold Team Review Process
Professional proposal teams use:
• Pink Team — Initial draft review
• Red Team — Compliance review
• Gold Team — Final approval
Students will follow a simplified process to improve proposal quality.
Module 6 Final Assignment
Submit:
□ Technical approach draft
□ Management plan draft
□ Pricing sheet (basic)
□ Labor category table
□ Compliance checklist
□ Past performance summary
□ Section L & M interpretation for one RFP