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 »

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 »

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 »

Be bold with your Proposal Cover Letter

I’m currently writing my next column about writing effective proposals for Sanitation Canada magazine (they focus on the janitorial service industry) and was thinking back to a powerful technique that was used for a very large and successful proposal I worked on. Read the rest of this entry »

This is Part 7 of my series on the 12 step process from my book. Last time, I discussed Step 9 – Developing your project plan. If you missed it, visit my website.

In this episode, I’m continuing the series with step 10 and 11, document control and integrating material. Read the rest of this entry »

This is Part 6 of my series on the 12 step process discussed in the book. Last time, I discussed Step 8 – Using Style Sheets. If you missed it, visit my website.

In this episode, I’m continuing the series with step 9 about developing your project plan for a smooth and on-time proposal. Read the rest of this entry »

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 »

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 »

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 »

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 »