Who is the best author for the first draft of the executive summary?

The best author for the first draft of the executive summary is the salesperson or opportunity/capture manager. This role is typically the most familiar with the customer’s needs, the competitive landscape, and the sales strategy. They have direct communication with the client and can encapsulate the critical elements that resonate with the client’s requirements and decision-making processes.

As the ones primarily engaged in understanding the nuances of the sale, these individuals are positioned to convey the most compelling narrative that aligns the proposal with the client's objectives. Their insights ensure that the summary highlights the value proposition in a way that speaks directly to the client, making it more persuasive and relevant.

In contrast, while the proposal manager, marketing manager, and senior personnel offer valuable perspectives in the proposal process, they may lack the specific context or relational insights that the salesperson possesses regarding the client’s needs. This specialized knowledge makes the salesperson or opportunity/capture manager the ideal candidate for crafting the initial draft of the executive summary.