Archive for the ‘ Podcasts ’ Category

This is a continuation of the previous podcasts on developing a strategy. In this podcast, I’m focusing on Themes, Hot Buttons and what the Client really wants.

Developing a strategy for your response is one of the most important things you’ll do. Simply putting words on paper won’t get the attention you need to win proposals.

In this episode, I’m covering three of the things you need to do to develop a winning proposal strategy – Wants, Themes & Hot Buttons Read the rest of this entry »

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In my seminars and workshops, I always stress strategy as the most important element of a proposal. While there are many things that matter, a strategy can strengthen everything else. Instead of worrying about the weak link in your proposal, strengthen all the links.

Successfully responding to a proposal is about more than just writing material. A common error is to simply start writing based on the response requirements of the RFP. You need a real strategy to be successful, a strategy based on many factors, not just what is written in the RFP or based on informal discussions. Read the rest of this entry »

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In this episode, which is part two of a 2 part series, I’m listing the last three of six key reasons your proposals may be losing.

These are things I’ve seen done by companies 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. Read the rest of this entry »

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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 »

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In this episode, I’m covering some of the key skills required for a successful proposal. These aren’t all the skills needed and you don’t have to have them yourself, but they are the fundamental ones you must included in your team. Read the rest of this entry »

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In this episode, I’m listing 15 real-life mistakes others have made writing their RFP proposals. This comes from proposals that I’ve personally reviewed, either for a buyer or as part of my proposal support to bidders and are all traps you should avoid. Read the rest of this entry »

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In this episode, I’m switching from a focus on the client to focusing on you, with critical questions you need to ask yourself while you write your proposal.

Very often, proposal writers are often so focused on the mechanics of responding to the proposal, assembling all the information, getting agreements and ensuring they’re compliant with the RFP, that they fail to ask the following key questions: Read the rest of this entry »

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In this episode, I’m covering an important topic that is sometimes hard to do – put yourself in your client’s shoes and write your proposal from their perspective.

An effective proposal is written from the client’s point of view. By doing this, you will develop information and write it so it’s relevant to the client and their interests, not yours. You will be able to get your message across much better this way. Read the rest of this entry »

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In this episode, I’m covering Ghosting, a technique you can use to trash your competition without naming names.

You write a proposal to demonstrate that you’re better than your competitor, but it’s not appropriate to say negative things about your competition or their services. I use the term Ghosting for the technique of trashing your competitors without trashing them directly. Read the rest of this entry »

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This is the last installment of my series on the 12 step process from my book. Last time, I discussed Step 10 & 11 – document control and integrating material.

In this episode, I’m finishing the series with step 12, production & delivery

Even for small projects, production and delivery need to be accounted for in the project plan and overall timeline, whether the proposal is to be delivered by courier or by hand. Read the rest of this entry »

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