The hardest part about enhancing your proposal with graphics is identifying them. Once identified, the actual illustration is straightforward. Which software to use doesn’t matter. Yes, graphic artists have their preferences, but when the choice is between no graphics or graphics in the only software you have and know how to use, it really no longer matters.
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The Top 10 Ways to Ensure Proposal Success
During the past 20 years, I have assisted in preparing over 200 proposals ranging in value from $1 million to $1 billion. If I were to boil down my experience into 10 rules that would help companies win more contracts, it would be the following:
The First Five Days
The RFP lands on your desk and you must begin turning a mass of ill-fitted requirements into a custom-crafted and well-planned solution. The first five days are the most important—the time to make basic decisions and establish controls. Compare your method with this five-day approach.
Hey Coach! Help Me With Rehearsals!
Over the past several years, many of you have asked me about rehearsals: when to do them, how to do them, etc. This question deals with planning rehearsal events to help you plan your proposal and presentation development cycles and get your team comfortably to the WIN!
Why Your Company Should Consider the Blanket Purchase Agreement
A Blanket Purchase Agreement (BPA) is a simplified method to supply a federal agency’s anticipated repetitive needs for products and/or services by establishing an account with a qualified source of supply. BPAs are normally established with General Services Administration (GSA) Schedule contracts.
Protests - Part 3
I have recently received several calls wanting help with protests. It is always surprising that CEOs understand little about this process and they never learn the process in advance. They usually wait until the eleventh hour and want it fast and cheap and they want it to be a winner.
Management Plans: What Makes a Quality Management Plan
During the days when I had time to personally write proposals, I was often elected to prepare the management plan. During the past 20 years, I have probably written at least 150. I will never forget the first management plans I wrote.
Developing Competitive Intelligence on Service Contracts
BACKGROUND
The incumbent has had the service contract for several years. They have a large force of employees on the job, but performance has declined, and the incumbent is inattentive to customer needs. It is re-bid time.
Elements of a Good Product Demonstration
Good product demonstrations can make or break a sale of applications and information systems!
Orals Coaching - "It's All in The Attitude!"
We ask the key personnel we select on programs we are bidding to step up to a huge undertaking when we ask them to deliver a proposal to a customer via an oral presentation. We also place a lot of responsibility on both senior and junior people to deliver fantastic presentations.
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