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Proposal Writing
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Written by Rob Ransone
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During 40 years in the industry, I have found that a Tree-type graphic helps proposal authors visualize the connection between strategy, win themes, and evaluation factors. In this article, I present an example of such a Tree. Take a look at the graphic with this article. Note how we constructed it.
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Proposal Writing
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Courtesy of Carl Dickson, www.CapturePlanning.com Transition Plans may be an important factor in determining who wins the contract. If there is an incumbent, they may not even need a transition period. If there is no incumbent and everything else is equal, the vendor with the best transition plan may have an edge. |
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Proposal Writing
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Written by Rob Ransone
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Most companies formulate win strategies, but then they leave it up to the authors to include them in their proposal sections. Frequently these strategies remind one of a teenager learning to swear: the words are there, but they appear awkward and make no sense.
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Proposal Writing
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Written by Russell Smith
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The present situation for Government contractors reminds me of the introduction to Charles Dickens’ famous novel, A Tale of Two Cities: “It was the best of times, and it was the worst of times.“ Never during my 30 years in Government Programs has there been anything like it. At the same time, we have: |
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Proposal Writing
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Written by Hyde Park Partners
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Recently I was working with a client, helping them improve their Executive Summaries. We focused on developing a more client-centered message. We talked about focusing on the customer’s problems first, then showing how solving those problems would deliver a big payback to the client’s organization. |
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Proposal Writing
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Written by Susan Hirsch of Hyde Park Partners
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I just got back from four days in Las Vegas. I spent the first two days working with Kaiser Permanente, and that was delightful--speaking at their national sales meeting, working with their proposal writers, and leading a workshop for their sales people. |
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Proposal Writing
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Written by Hyde Park Partners
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I had a very disturbing conversation with Nick Oulton the other day. Nick is the UK-based author of Killer Presentations, and an expert on using PowerPoint. |
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Proposal Writing
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Written by John Lauderdale
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This article is adapted from my part of a three-person Roundtable, given at the APMP – National Capital Area Chapter, September 17, 2008. |
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Proposal Writing
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Written by Carl Dickson
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A blank page can be intimidating. You have a blank page at the start of each proposal. And then another at the start of each section. Most people go through a "warm up" process while they try to figure out what to say. |
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Proposal Writing
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Written by Carl Dickson
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What is wrong with the following list of reasons why the customer should select you in a proposal? |
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