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 »

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 »

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 »

Now available from Chapters Indigo

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.

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 »

This time, I’ll discuss some of the quotes from Part 8 of my book, which are directly from buyers and provide you with great guidance for your next proposal.

In this podcast, we’ll focus on the first group of quotes under the heading “Differentiate Yourself”

This is one of the most important things to get right. RFPs exist so clients can decide between various bidders and make a final selection. If you haven’t given the client what they need to differentiate you from others, you haven’t written a winning proposal. Read the rest of this entry »

Selling is an important concept that too many proposal writers and business development professionals forget is actually part of the proposal process.

Unlike a typical sale where you have a conversations with your client and convince them to buy what you’re selling, a proposal isn’t a real conversation – it’s one sided. Read the rest of this entry »