Writing Proposals That Win Engineering Contracts

Boost your confidence in proposal writing with Lohfeld Consulting’s 25-point checklist of best practices. A well-crafted proposal communicates your values and distinguishes you from competitors. Inspired by Lohfeld Consulting’s expertise, this checklist offers actionable steps to refine your proposal writing skills and enhance your chances of winning bids. #1 Plan Your Writing #2 Verify Compliance #3 Design Your Response #4 Plan for a Strong Conclusion #5 Focus on Your Client #6 Emphasize Responsiveness #7 Demonstrate Your Value Proposition #8 Craft High-Scoring Sections #9 Focus on Strengths, Not Just Features #10 Tell Compelling Stories #11 Incorporate Risk Management Strategies #12 Offer Innovative Ideas #13 Highlight Team Expertise #14 Integrate Quality Measures #15 Include Relevant Past Performance or Proof Points #16 Use Testimonials and Endorsements #17 Anticipate Questions and Objections #18 Seek Feedback and Revise #19 Use Clear and Concise Language #20 Use Active Voice #21 Maintain a Consistent Tone #22 Edit and Proofread Thoroughly #23 Optimize for Digital Submission #24 Use AI as Appropriate #25 Check with Writers Frequently By integrating these techniques into your proposal writing process, you can create submissions that are clear, compelling, and strategically aligned with client needs. Implementing these best practices will help you to produce winning proposals that stand out in a crowded field. Remember, each proposal is an opportunity to showcase your expertise and value, unlocking success in the competitive world of government contracting.

Your past performance matrix can make or break a proposal. But here’s what I see all the time… firms list every project they’re proud of, but half of them aren’t even relevant to the agency or contract at hand. Evaluators will skim right past “impressive” projects because they don’t check the right boxes. It’s not about quantity… it’s about quality alignment. How to fix it (and win more): • Customize for every proposal. Don’t copy-paste. Tailor your matrix to highlight projects that match the scope, size, and complexity of THIS RFP. • Speak the agency’s language. Mirror the terminology + metrics from the solicitation. If the RFP says “rapid deployment,” don’t showcase a project that took 18 months to launch. • Be brutally honest. If you don’t have a perfect match, show how your experience is transferable… but don’t stretch the truth. Evaluators can spot fluff from a mile away. • Add proof. Whenever possible, include measurable outcomes, CPARS scores, or direct client quotes. Your past performance matrix isn’t a greatest hits album. Make every project listed answer the evaluator’s unspoken question: “Can they do this for us, right now?”

Let's talk about the psychology of what actually makes proposals win. Research shows decision makers rely heavily on the 'affect heuristic' - they make choices based on emotional reactions, then justify with logic. Yet most proposals skip straight to specifications, ignoring how the human brain actually processes information: →First impressions form in milliseconds →Initial gut reactions influence final decisions →Emotional engagement determines attention span This is why template proposals fail. When all technical responses look identical, decision makers rely on emotional differentiation. What does this mean for your 2025 proposals? Your executive summary needs to: →Tell a compelling story →Create an emotional connection →Paint a clear vision Your technical responses should: →Demonstrate understanding beyond specs →Show personality while maintaining professionalism →Make complex information accessible Because while checking all the boxes gets you considered, emotional engagement gets you remembered. And when responding to RFPs riddled with requirements? Being memorable is what wins contracts. Do you always customize response executive summaries or go with templates?