5 Guidelines That Will Help You Prepare And Win Large Proposals

  |  August 9, 2012

During my 35 years in the proposal business, I have been amazed to see how many bidders lose the competition because they haven't adequately prepared for the bid. "Not being prepared" may take many forms. One of the most common forms of inadequate preparation is to assign personnel who don't have proposal experience. This is especially true for companies that try to keep valued personnel by assigning them to work on proposals until a more permanent position can be found. For these companies, it doesn't matter if the employee can't spell "proposal." It is also quite common for small businesses to refuse to begin work on their proposal until the RFP is released. They believe they can reduce expenses by waiting until the last minute. It's as if they are saying to themselves, "We cannot afford to develop the proposal correctly, but we hope we can still win even though we are starting work at the last minute."

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Top 21 Questions to Answer in Your Executive Summary

  |  June 22, 2012

  1. Why should the customer select you?
  2. How does your proposal align to the customer's evaluation criteria?
  3. How will the customer benefit from what you propose?
  4. What kind of return on investment can the customer anticipate?
  5. How will the project help the customer achieve their strategic goals? Read More