Proposal Writing Training Executive Summary Writing 2 — Questions and Answers
Question 1: Which sentence best opens an executive summary?
- Our company was founded in 1998 and has 200 employees.
- We are pleased to submit this proposal in response to your RFP.
- [Client Name] faces a critical challenge in X, and our solution will reduce costs by Y%. (Correct answer)
- This document contains six sections and an appendix.
Correct answer: [Client Name] faces a critical challenge in X, and our solution will reduce costs by Y%.
Opening with the client's challenge and your measurable benefit immediately demonstrates understanding and value.
Question 2: What does 'win themes' mean in the context of an executive summary?
- Celebratory language used after contract award
- Recurring key messages that highlight your unique advantages throughout the proposal (Correct answer)
- A list of past contract wins
- Themed graphics and color schemes
Correct answer: Recurring key messages that highlight your unique advantages throughout the proposal
Win themes are the compelling, differentiating messages woven throughout the proposal to reinforce why your offer is superior.
Question 3: How should discriminators be presented in an executive summary?
- Hidden in the appendix
- Clearly stated as specific advantages over competitors, tied to client benefits (Correct answer)
- Listed alphabetically
- Described only in the technical section
Correct answer: Clearly stated as specific advantages over competitors, tied to client benefits
Discriminators must be explicitly tied to client benefits so evaluators immediately see why your approach is superior.
Question 4: Which of the following is NOT recommended in an executive summary?
- Quantified benefits
- Client-centric language
- Extensive footnotes and citations (Correct answer)
- A clear statement of understanding
Correct answer: Extensive footnotes and citations
Extensive footnotes clutter the executive summary and distract from the concise, persuasive message it must deliver.
Question 5: A compliance matrix in relation to the executive summary is used to:
- Replace the executive summary entirely
- Ensure every RFP requirement is addressed somewhere in the proposal (Correct answer)
- Summarize the budget
- List team certifications
Correct answer: Ensure every RFP requirement is addressed somewhere in the proposal
A compliance matrix maps each RFP requirement to a specific proposal section, ensuring no requirement is missed.
Question 6: Why is it important to avoid using internal jargon in an executive summary?
- It makes the proposal look informal
- Decision-makers may not be technical experts and need to understand the value quickly (Correct answer)
- It violates RFP rules
- It increases page count unnecessarily
Correct answer: Decision-makers may not be technical experts and need to understand the value quickly
Decision-makers who approve funding are often non-technical, so clear language ensures they grasp the proposal's value without confusion.
Proposal Writing Training Executive Summary Writing 2
Which sentence best opens an executive summary?