Podcast: Play in new window | Download (Duration: 5:40 — 3.9MB)

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.

Podcast: Play in new window | Download (Duration: 5:18 — 3.6MB)

Getting material from the subject matter experts within your organization, or from subcontractors and suppliers, can be challenging. There are a few reasons for this. Often, these individuals don’t know how to write effectively, and may not fully understand what’s expected of them. If they’re technical experts, their focus and interests may not match what you need to provide. These people are probably passionate about what they do, but don’t know how to sell that. Read the rest of this entry »

When I review proposals, I look for details and information that both supports what the service provider says and demonstrates a track record of some sort.

It’s certainly easier to keep your proposal general, particularly if you’re using boilerplate material for your proposals. But the best proposals have details that get the reviewers attention. Read the rest of this entry »