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This is Part 5 of my series on the 12 step process from my book. Last time, I discussed Step 6 and 7 – Your Service Solution and your Management Solution. If you missed it, visit my website.

In this episode, I’m continuing the series with step 8, which is using a Style Sheet to makes it easier to get consistent material from contributors and much quicker to assemble it into a full proposal response. Read the rest of this entry »

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This is part 4 of the 12 step process you should use to develop a winning bid. In this part, I’m continuing the series with steps 6 and 7 which are your Service Solution and your Management Solution. Yes, they are different. Read the rest of this entry »

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In an earlier blog, I listed the 12 step process you should use to develop a winning bid and in my last podcast, I talked about the Strategy Session and Kick-Off steps. If you missed it, visit my website.

Now, I’m covering Step 5 – Pricing. While my book focuses on the written proposal response, Pricing is obviously important, not just from a price perspective, but because it drives your overall strategy and your solution. Read the rest of this entry »

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In an earlier blog, I listed the 12 step process you should use to develop a winning bid and in my last podcast, I talked about the Pre-RFP and RFP Review steps. If you missed either of them, be sure to read them.

Now, I’m covering Step 3 – Strategy Session and Step 4 – Kick-Off. For Strategy in particular, this is only part of what you need to do. It’s such an important part of winning, I also cover a lot more in the book. Read the rest of this entry »

Podcast: Play in new window | Download (Duration: 6:01 — 4.1MB)

In my last blog entry, I talked about a 12 step process to ensure you don’t end up submitting a losing bid because you didn’t have a plan. If you missed it,  read the blog.

In this and the next few podcasts, I’ll outline the 12 steps. Read the rest of this entry »

The key to a successful proposal is to set strategy and plan your response. I’ve recently seen otherwise well organized companies struggle with their proposals at the last minute and as a result, submit proposals that don’t include enough winning ingredients.

In my book, the first thing I discuss is being strategic. I say “Successful proposals begin with a strategic approach to winning the business and the proposal itself simply executes that strategy.” I also indicate that proposal writing isn’t a tactical activity, it’s a strategic activity.

Later, I devote an entire chapter to developing strategy, however I don’t stop there – many other chapters include strategies for specific areas of proposal development. It’s simply that important. Read the rest of this entry »

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The biggest mistake you can make is pretending negative issues or concerns the client may have about your organization, product or service don’t exist.

No matter how much you think your company and your product or service is superior, you can assume there are people who don’t agree. Unfortunately, some of these people may be evaluating your proposal. Read the rest of this entry »

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Value-added is something you may see being requested in RFPs and if not, you’re likely trying to figure out how to provide it in your proposals. The simple question is what ‘value added’ really means and whether it will have material impact on your proposal. Read the rest of this entry »

Successful RFP’s must stick in the client’s mind so when they evaluate the proposals and chose a winner, they are comfortable and confident in your ability to do the job.

Unfortunately, many companies tend to rely on a lot of boilerplate material when putting together their proposals. The lack of details and effort won’t excite the client or hold their attention when they evaluate your proposal. Read the rest of this entry »

The book, “Win More Business – Write Better Proposals” is now available on-line from Chapter Indigo

You can order it for delivery or for pick-up at your local Chapters or Indigo store.