Writing Government Proposals: A DVBE’s Guide to Winning Contracts
For many businesses—especially small and diverse vendors, such as Disabled Veteran Business Enterprises (DVBEs)—writing government proposals can be overwhelming. With strict requirements, tight deadlines, and technical scoring criteria, success depends on far more than just having a great product or service.
Writing Government Proposals
As a California-certified DVBE with real-world experience supporting local, state, and federal proposals, we’ve developed a repeatable, proven approach. Here’s how we help clients navigate the RFP process and win.
1. Understand the Agency’s Needs Before Writing
Before a single word hits the page, we analyze:
The RFP or RFQ requirements line by line
The agency’s mission and pain points
Past contracts or incumbents (if available)
Evaluation criteria and how proposals are scored
This discovery phase helps align your proposal with the agency’s true priorities, not just the technical specs.
*Note: We often observe some contractors asking, “What are your pain points?” during an RFP’s Q&A period; this approach seldom works. First, every other competitor will get the same answer, if it is answered, so nothing is gained; and Second, the ones that have that advantage were aware of the pain points long before any RFP was written. You want to be there first, not last.
2. Build a Repeatable Proposal Framework
Government proposals follow a fairly standard structure. We use a template that includes:
Executive Summary (why your solution is the best fit)
Company Background and Certifications (like DVBE status)
Technical Approach or Scope of Work
Staffing and Key Personnel
Past Performance and References
Pricing and Cost Proposal
DVBE and SB Participation Plans (where applicable)
Having a framework means we’re never starting from scratch, and we can focus on tailoring, not just writing basic content.
3. Leverage Your DVBE Value
If you’re a certified DVBE, highlight it strategically:
Call out your certification in your executive summary
Show how partnering with you helps the prime meet DVBE participation goals
Include your certification number and relevant registrations
Discuss your understanding of California procurement rules and DVBE reporting
Agencies want to work with certified vendors, but they also want confidence in your experience and capacity.
4. Be Clear, Concise, and Compliant
Government reviewers typically work under pressure. The best proposals are:
Well-organized and easy to navigate
Free of jargon and vague language
Strictly compliant with formatting, page limits, and submission rules
Focused on solutions, not sales pitches
Stick to the point, be concise, but address each need. No one wants to read “War and Peace” in each of 11 different proposals received. If a section doesn’t “move the ball forward,” yank it out.
We also verify Section 508 compliance and ADA accessibility when submitting PDFs online.
5. Prepare for Q&A and Clarifications
Once submitted, agencies may:
Issue Q&A updates that affect your original response
Ask for clarifications or BAFOs (Best and Final Offers)
Request oral presentations or interviews
We support clients during these follow-ups, ensuring consistency and reinforcing win themes.
Need Help Writing Government Proposals?
At California Veteran DVBE Strategies LLC, we help prime contractors and certified small businesses write competitive, compliant proposals—backed by real experience in California and U.S. government contracting.
Whether you're submitting your first bid or need help refining your win strategy, we’re here to support you.
