This aims to give both technical personnel and corporate management a specific plan in order to organize the proposal team and the programme effort as efficiently as possible. It describes the proposal process from the very beginning, and includes such important features as the step-by-step process for analyzing the Request for Proposal; strategies for streamlining the proposal (so impressing profesional evaluators); unique features of proposals for engineering-type contracts; methods for organizing and implementing an incentive-driven marketing effort; guidelines for avoiding the 11 major proposal-writing mistakes often made by unsuccessful bidders; ensuring corporate support; and a list of bid/no bid criteria which can save extensively on costs.