ABSTRACT
As part of the preparation, make sure the readers have identified the contributors to the submission document or proposal as well as the person who will be in charge of its development. To increase their chances of success and address all the relevant points they will need to keep the potential client involved during the preparation stage. The size of the project and number of contributors, if any, will determine the need for team meetings. On larger projects there may be a need for an initial meeting to get an overview of the project, identify winning themes and reach agreement on commercial aspects. If the readers consistently bid for opportunities from clients who are accepting proposals from all and sundry, then it will be difficult to position their business within the marketplace. Unlike a tender, the proposal document may not be constrained by a defined format or specific need to answer particular questions.
