skills/proposal-development/references/proposal-and-sow.md

# Proposal and SOW mechanics

## RFP response

Build a compliance map from the source: requirement ID or location, mandatory/scored/inferred classification, response location, supporting evidence, owner if relevant, and unresolved gap. Preserve the buyer's language where it defines evaluation or contractual obligations. Separate unanswered questions from exceptions the firm intends to take.

Use win themes across the proposal without repeating slogans. Connect each theme to a criterion and proof. For a required case, include only verified context, approach, result, scale, and relevance, with the approved attribution. If the evidence does not exist, identify the missing proof or propose an honest alternative.

Write the summary so a reader understands the client's outcome, approach, scope, differentiating evidence, investment, and next decision. Do not promise quantified results beyond the firm's evidence and control. Remap headings to the RFP instead of substituting a preferred template.

## Statement of work

Define the deliverables precisely: content, scope, format, timing basis, dependencies, acceptance evidence, and included review or revision effort. Distinguish completion of a deliverable from realization of longer-term business benefits.

Specify client obligations such as data access, SME time, decisions, facilities, and technology access. State the effect of delay and the agreed mechanism for changing scope, fee, or schedule. Use a change request and approval process that matches the contract; a signed amendment may be required, but should not be assumed for every minor change.

For acceptance, define who reviews, the period, acceptance criteria, handling of defects or feedback, and escalation. Include deemed acceptance only if supplied or explicitly proposed with its implications, not as a universal default. Do not silently add legal terms to a narrow scope edit.

For commercials, reconcile fee, expenses, taxes where applicable, payment milestones, staffing assumptions, and exclusions. Name what is proposed, agreed, or pending. Preserve governing agreement terms and route a material conflict to the relevant commercial or legal owner without stopping unrelated drafting.

## Review

Check that delivery commitments can be met with the proposed people, effort, budget, and dependencies. Reconcile fees across the summary, phase table, and payment schedule. Check page limits in the rendered file rather than inferring them from word count. Keep draft markers precise and visible; never represent unreviewed content as approved.