How to Write Customer-Focused Proposals (2024 Update)

(2 customer reviews)


Format: E-course
Duration: Approx. 90 minutes
Instructor: Jeff Cuskey, Consultant & Expert Witness
Learning Credits: 1.5 CPEs, 1.5 ATCs
*This course was recorded on January 25, 2024.

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Join Mr. Cuskey in this informative course as he takes you on a deep dive into the world of government contracts. Whether you’re new to the government marketplace or looking to gain a competitive edge, this course is packed with strategies and insights to help you land your first contract or improve your win rate.

In this course, you’ll discover the secrets to finding attractive opportunities for your company and writing customer-focused proposals that will impress government buyers. Mr. Cuskey will share his expert strategies for differentiating your company and crafting a proposal that demonstrates the best value based on the specific evaluation criteria expected by the government.

New to the government marketplace? Don’t worry! Applying the tips and strategies discussed in this course will give you the confidence to pursue and win your first government contract.

If you’ve already won your first contract but want to take your success to the next level, this course will give you an exclusive ‘behind the scenes’ look at the review process. Gain a deeper understanding of the mindset of government buyers and learn how to stand out from the competition.

Here is a summary of what you’ll learn:

  • How to find attractive opportunities for your company to pursue and win
  • Solicitation analysis techniques and navigating the Uniform Contract Format (UCF)
  • How to build and use go/no-go evaluation considerations
  • How the government will evaluate your proposal
  • Tips for writing a customer-focused proposal while avoiding fluff and puff

Join us for the live session and take advantage of the opportunity to ask your most pressing proposal-writing questions. Mr. Cuskey, a highly experienced and award-winning contracting professional, has been on both sides of the proposal-writing and proposal-evaluating process. Don’t miss this chance to learn from the best!

Target Audience: New contractors seeking to understand the process of writing proposals in response to federal solicitations; active contractors who want to understand what the government is looking for and how to give it to them to win more contracts; and novice proposal writers looking to sharpen the saw and hone their skills.

Meet Your Instructor:

Jeff Cuskey


Jeff Cuskey has over 34 years of experience in federal and defense acquisition and contracting. He is a nationally known government procurement consultant, speaker, Small Business Innovation Research (SBIR) Program and Defense Contracting expert witness, and two-time Association of Procurement Technical Assistance Centers (APTAC) Economic Impact Award recipient. Over his extensive professional career, he has provided contracting advice to thousands of clients, covering a broad range of complex government contracting topics and issues. While serving in the U.S. Navy, Jeff held various leadership, acquisition, and contracting positions, including assignments as the Navy’s multi-billion-dollar F/A-18 Strike Fighter Program Business Financial Manager (CFO) and F/A-18E/F Super Hornet Deputy Contracting Officer. After retiring from the Navy at the rank of Commander, he taught defense-focused MBA acquisition and contracting, fiscal law and regulations, and program management courses at the Naval Postgraduate School (NPS), Monterey, CA. Jeff has an MS degree in Acquisition and Contract Management from NPS and is a Certified Professional Contracts Manager (CPCM), Certified Federal Contracts Manager (CFCM), Certified Schedules Contracts Manager (CSCM), and Certified Procurement Professional (CPP). In 2020 APTAC recognized Jeff as its Betty McDonald Outstanding Member Achievement Awardee for his significant contributions and deep commitment not just to the procurement profession but also to the APTAC organization, its members, and his supported large and small business contracting clients.

2 reviews for How to Write Customer-Focused Proposals (2024 Update)

  1. Deborah Matthews (verified owner)

    This webinar was an amazing wealth of knowledge concisely communicated. Jeff was able to break down the necessary requirements for proposal writing and where to look for common pitfalls. Thank you!

  2. Zachary Pierce (verified owner)

    Paid for 90 minutes of good information and got two and a half hours of excellent information, Mr. Cuskey answered every single submitted question. It’s one thing to have a presenter give what sounds like good advice, it’s another when they can quote FARs chapter and verse offhand so you know it’s the exact regulatory truth. Jeff spoke in the way he advocated that businesses write proposals, and the resulting clarity and persuasiveness bore out his recommendations in real time. Five stars.

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