Proposal resumes show that you have staff with relevant experience available to meet a customer’s needs. To win, you must provide resumes of actual personnel who have demonstrated experience in the work described in the procurement.
Here are some guidelines to keep in mind when writing a proposal resume:
Base staffing descriptions on the RFP
Before any writing begins, review the RFP in its entirety to identify all RFP requirements related to personnel. Determine the key staffing requirements and start early on resumes. An RFP often specifies the key positions for which resumes are required, as well as the experience and education that each key person must have.
Although position descriptions are a good starting point for identifying resume-related requirements, they are not the only portion of an RFP that contains requirements. Review the customer’s detailed description of the work to be performed, typically called the statement of work (SOW) or performance work statement (PWS).
Write clear, results-oriented resumes
The resume writer, not the person whose resume is being prepared, should develop the first draft of all resumes. Resume content should be focused not on each person’s responsibilities and functional duties, but rather what the person accomplished in each position. Be sure to make the content compelling, ensuring every bullet or paragraph contains a customer-focused, measurable benefit. Write clearly, using short sentences.
Work with staffing candidates
As you and the proposal team identify the personnel for whom resumes will be submitted, contact each person to initiate the resume development process and outline the schedule for resume development and completion. Use the corporate resume database as the starting point for content development, but be sure to ask the candidate for other materials they have that are not a part of the database.
Before writing, screen the resource materials gathered to ensure that the person meets the RFP requirements. Ensure that the person has the required security clearance, education, certifications, years of experience, and specific relevant experience.
Use a standard, easy-to-follow template
Your master resume template should be compliant with all RFP requirements (including the labor category, SOW and PWS titles, and any relevant attachments) and should be easy to skim and evaluate. Set up the resume format up front, which ensures that the final resume is in the right style, font and font size, and colors. An RFP often includes a specific per-resume or per-volume page count, font size, font setting, and margins.
Secure the Proposal Manager’s approval
Once you have identified staffing requirements, assess whether the resume-writing workload is achievable in light of the master proposal schedule. Consult with the Bid or Proposal Manager to ensure the workload, writing resources, and proposal budget are aligned. Secure the Bid or Proposal Manager’s approval of the master resume template.
Build a corporate resume database
Every bidding organization needs a corporate resume database. Resume writers can then search the database to identify currently employed personnel with the key skills and experience required for the proposal. One way to keep the corporate resume database up to date is to require employees to update their resumes as a part of performance reviews.