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Use this skill when writing proposals, responding to RFPs, drafting SOWs, or developing pricing strategies. Triggers on proposal writing, RFP response, statement of work, pricing strategy, win themes, executive summary, and any task requiring business proposal creation or optimization.
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基于 SOC 职业分类
| name | proposal-writing |
| version | 0.1.0 |
| description | Use this skill when writing proposals, responding to RFPs, drafting SOWs, or developing pricing strategies. Triggers on proposal writing, RFP response, statement of work, pricing strategy, win themes, executive summary, and any task requiring business proposal creation or optimization. |
| tags | ["proposals","rfp","sow","pricing","win-themes","business-writing","strategy","performance","writing","grants"] |
| category | sales |
| recommended_skills | ["sales-playbook","copywriting","competitive-analysis","pricing-strategy"] |
| platforms | ["claude-code","gemini-cli","openai-codex"] |
| license | MIT |
| maintainers | [{"github":"maddhruv"}] |
Lead with their problem, not your solution - The first thing the evaluator reads must prove you understand their situation. Before a single word about your capabilities, reflect their pain, their constraints, and their desired outcome back to them. A proposal that opens with "We are a leading provider of..." loses immediately.
The executive summary is the whole proposal in miniature - Many decision-makers read only the executive summary. It must contain: the problem, your solution, the key differentiators, quantified value, and the call to action. Nothing else belongs in the executive summary. Treat it as a standalone document that can win the deal alone.
Quantify everything - Claims without numbers are noise. "We reduce costs" is forgettable. "Clients average 23% reduction in operational costs within 90 days" is memorable and verifiable. Every benefit claim needs a number, a timeframe, or a named reference. If you don't have the number yet, find it before submitting.
Tailor, don't template - Evaluators can smell a recycled proposal. Use the buyer's exact language from their RFP. Mirror their terminology, their priority order, their section structure. Customize every named example, case study, and metric to their industry. A proposal that reads like it was written for someone else is a proposal that loses.
Price to value, not cost - Pricing anchored to your internal cost signals commodity thinking. Price instead to the value the buyer receives - the problem solved, the risk removed, the revenue gained. Present pricing in a way that makes the investment obvious relative to the return, not relative to your delivery cost.
A winning proposal follows a buyer-centric arc:
Win themes are the 3-5 central messages that differentiate your proposal from every competitor. They are not generic strengths ("we are experienced"). They are specific, verifiable, and tuned to this buyer's stated and unstated priorities.
A good win theme follows this formula:
[Your discriminator] + [because] + [buyer benefit] + [proof]
Example: "Our pre-built integration layer cuts the buyer's go-live risk because all data migrations complete in under 72 hours - demonstrated in all 14 of our last implementations."
Every section of the proposal should reinforce at least one win theme. Win themes should appear in the executive summary, in section headers (as "ghosting"), and in the conclusion.
For formal RFPs, a compliance matrix maps every stated requirement to the section of your proposal that addresses it. It serves two purposes: it proves you read the entire RFP, and it makes the evaluator's scoring job easier. Use "Compliant," "Partially Compliant," or "Exception" for each row. Never leave a row blank.
Format:
| RFP Section | Requirement | Compliance | Proposal Location |
|---|---|---|---|
| 3.1.2 | System uptime >= 99.9% | Compliant | Section 4, p. 12 |
| 3.2.1 | SOC 2 Type II certification | Compliant | Appendix C |
| Model | Best for | Risk to seller | Risk to buyer |
|---|---|---|---|
| Fixed price | Well-scoped, low-change projects | Scope creep | Low |
| Time and materials | Exploratory, R&D, unclear scope | Overrun budget | High |
| Not-to-exceed (NTE) | T&M with a budget ceiling | Scope creep above ceiling | Medium |
| Retainer | Ongoing advisory or support | Underutilization | Overpaying |
| Value-based / outcome | SaaS, results-tied engagements | Delivering without payment | Low |
| Milestone-based | Long multi-phase projects | Cash flow gaps | Delivery risk |
Use this template structure (expand each section to 2-4 sentences):
[PROBLEM STATEMENT]
[Buyer name] faces [specific challenge] which is causing [quantified impact].
Without action, [consequence].
[PROPOSED SOLUTION]
[Your company] proposes [solution name], a [brief description] that [primary outcome].
[KEY DIFFERENTIATORS - 2-3 bullets]
- [Win theme 1 with proof]
- [Win theme 2 with proof]
- [Win theme 3 with proof]
[VALUE / ROI]
Based on [reference or assumption], [buyer name] can expect [specific measurable outcome]
within [timeframe], representing [ROI or value statement].
[CALL TO ACTION]
We are prepared to begin [next step] on [date]. [Named contact] is available at
[contact] to discuss any questions before [decision date].
Rules:
Follow this workflow:
A SOW defines what will be delivered, by when, at what cost, and what is out of scope. Vague SOWs cause disputes. Every clause should pass the "measurable and observable" test.
Required sections:
Work through these questions before setting a number:
Present pricing with three options when possible:
| Option | Scope | Price | Best for |
|---|---|---|---|
| Core | [minimum viable scope] | $X | Budget-constrained buyers |
| Recommended | [full scope] | $Y | Buyers who want the outcome |
| Premium | [full scope + additions] | $Z | Buyers who want certainty/speed |
This structure anchors the buyer to the middle option and prevents lowest-price anchoring. Always recommend one option explicitly.
Step 1 - Extract evaluation criteria from the RFP. Rank them by weight.
Step 2 - List your 5 strongest discriminators (things you can prove that competitors cannot easily claim).
Step 3 - Map discriminators to evaluation criteria. The overlaps become win theme candidates.
Step 4 - Write each win theme using the formula:
[Discriminator] + because + [buyer benefit] + [proof point]
Step 5 - Test each theme: Is it specific? Is it provable? Does it address a buyer priority? If any answer is no, rewrite or discard.
Step 6 - Weave each theme into the proposal: executive summary, section openers, past performance selection, and conclusion.
Structure:
Avoid: generic methodology descriptions that could apply to any project. Every paragraph should contain something specific to this buyer's environment or requirements.
For each RFP section, create a row. Columns:
| RFP Section | Requirement text (verbatim) | Compliance status | Proposal section | Notes |
|---|
Compliance status options:
Submit the compliance matrix as an appendix. Reference it from the executive summary.
| Mistake | Why it loses | What to do instead |
|---|---|---|
| Company-first opening | Evaluators skip it; signals seller-focus not buyer-focus | Open with the buyer's problem in their own words |
| Undifferentiated win themes | "Experienced team" and "proven process" describe everyone | Tie each theme to a specific proof point unique to your firm |
| Scope without exclusions | Missing out-of-scope clause turns every ambiguity into a dispute | Always include an explicit out-of-scope list in every SOW |
| Single price option | Creates lowest-price anchoring; leaves budget on the table | Present three tiers; recommend the middle one explicitly |
| Recycled case studies | Evaluators notice industry and scale mismatches; signals laziness | Use case studies within 2x of the buyer's size and same industry |
| Vague acceptance criteria | "Deliverable approved by client" is not a criterion | Define acceptance as observable, measurable outcomes with deadlines |
Executive summary written last and rushed - Because the executive summary comes first in the document, teams often write it last under time pressure. But evaluators who read only the exec summary decide the proposal's fate. Draft the exec summary early as a forcing function to align the entire proposal narrative, then refine it last.
Win themes that describe you, not the buyer's benefit - "25 years of experience" and "proven methodology" are company-centric claims. A win theme must end with a buyer benefit and a proof point, not stop at the discriminator. Apply the formula explicitly: discriminator + because + buyer benefit + proof.
SOW scope without an explicit out-of-scope list - Every ambiguous item not excluded in the SOW will eventually become a disputed change order. When drafting a SOW, explicitly list what is excluded. The out-of-scope section is as legally important as the scope section.
Compliance matrix built after writing - Building the compliance matrix retroactively means gaps are discovered late and addressed with retrofitted language. Build the matrix first from the RFP, then write to fill every row.
Single pricing option presented - A single price creates a take-it-or-leave-it dynamic and anchors the buyer on your lowest number. Always present three tiers and explicitly recommend the middle one; this shifts the framing from "should we buy?" to "which option fits us?"
For detailed templates and worked examples, read the relevant file from references/:
references/proposal-templates.md - SOW template, executive summary template,
pricing table template with worked examplesOnly load a references file when the current task requires a complete template or worked example.
On first activation of this skill in a conversation: check which companion skills are installed by running
ls ~/.claude/skills/ ~/.agent/skills/ ~/.agents/skills/ .claude/skills/ .agent/skills/ .agents/skills/ 2>/dev/null. Compare the results against therecommended_skillsfield in this file's frontmatter. For any that are missing, mention them once and offer to install:npx skills add AbsolutelySkilled/AbsolutelySkilled --skill <name>Skip entirely if
recommended_skillsis empty or all companions are already installed.