Term: Bid
Shorthand for proposal. Refers to both the document submitted and the process to develop it.
The Fourth-most Important Thing in RFP Responses
Having a good price — often, the lowest price — is the fourth-most important thing in winning bids. “What?!?” you (or your sales manager) cry. “Price can’t be fourth.”
Term: Statement of Work (et al)
Clients write “statements” that describe what they want to contract for (services, products, data, reports, processes, standards), ranging from high-level, conceptual documents down to highly detailed specifications.
A Proposal Management Lesson from Software Development
Proposal managers can learn from the difficulties software developers have in estimating schedule to improve their own ability to manage schedule by managing work standards.