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 »

Podcast: Play in new window | Download (Duration: 5:07 — 3.5MB)

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 »