When written or said with a capital “W,” the Work in Proposal Land is the sum of the products, services, and data that the client wants to buy. Obviously that’s important to know when deciding whether to bid and when making a plan to deliver the Work. But its use goes beyond that.
What’s the Work?
In many situations this is the first question to ask because the answer forms the basis of *any* plan to do, you know, some work:
- Putting together a response to an RFP
- Reviewing a proposal section
- Agreeing to a contract to “edit” a proposal
What’s the scope? What-all has to be done? What shouldn’t I do? What things are optional?
What’s the standard? Am I targeting quick-and-dirty, good-enough, or damn-near-perfect? Does it vary by task? By section?
Who do I work with? Who sends me work, who helps/interferes with my work, and who approves what I’ve done?
What’s the schedule? ASAP? Date (and time) certain? (In Proposal Land, “Whenever I get to it”never seems to be an option.)
What’s. The. Work.
If I don’t know this, I don’t know nuthin’.