Government agencies often require a management proposal. But even when it’s not required, you might want insert a paragraph in your proposal describing how you will manage the projects.

Architecture/Engineering (A/E) consultant Tom Sargent, P.E., DEE, outlines how a management proposal addresses several typical client concerns:

• Transparency of the team. How will you manage subs, vendors, and consultants so the client perceives you as one team?

• Program status. How will you keep the client informed?

• “Plan the work and work the plan.” Will you follow the plan the client has agreed to?

• Infrastructure compatibility. How will you avoid systems hitches among all the parties involved, (e.g., buying compatible software for subcontractors if you have to)?

•  Your ownership of the team. Show that you are committed to, and capable of, keeping all members working together.

•  Corporate commitment. How important is this project to your firm?

This article is an excerpt from PSMJ's ebook The A/E Business Development Bible, a concise overview of the essential “must-knows” of business development, direct from PSMJ’s marketing and business development experts.