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In this episode, I’m listing the first three of six key reasons your proposals may be losing. The next episode will cover the second three reasons.

These are things I’ve seen companies do in proposals I’ve helped evaluate for buyers or common problems I see when I start to help a company improve their bids.

Why am I focusing on what loses proposals? It’s sometimes easier to see what you are doing wrong and fix them first before you start implementing other techniques.

Too often, we focus so much on what wins proposals that we seldom try to understand why we lose them. Lessons from losses will always have more impact on future success than lessons from winning, so always spend some time thinking about what didn’t work, and do it differently in the next proposal. Read the rest of this entry »