The role of the engineer in preparing proposals

Since new business is the life blood of any successful company, the preparation of complete, accurate, and effective proposals is important to every engineer. Whether a potential customer is the Federal government, local government, or industry, a proposal for products or services acts as a company's on-the-spot silent salesman. The fact that several companies usually prepare competitive proposals for the same potential contract increases the importance of an effective presentation. Each proposal represents a formidable hurdle in the race for profits and survival (See Figure I). The purpose of this paper is to briefly outline what an effective proposal is and define the engineer's role in preparing one.