Volume of Proposal Activity in the Fall

  |  November 7, 2011

We are optimistic that the volume of solicitation releases / proposal activity in the fall will be higher than usual. Due to the latest ever passage of final appropriations in 2011, there was not enough time remaining to process all the procurements needing to be processed prior to end of the fiscal year. Therefore, many... Read More

Should You Write The Executive Summary First or Last

  |  September 7, 2011

Should you write the Executive Summary first and build your proposal to support it, or should you write it last, as a summary of all the material developed in writing the proposal? There are good reasons for taking either approach, but which is best for you will depend on your circumstances and goals.
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A Whole New Way to Think About Sales Proposals

  |  December 6, 2010

Here’s a worthwhile experiment. If you’re interested in selling more stuff, that is.

Dig up a few of your company’s proposals from five-to-ten years ago and compare them with today’s. Have they changed much?

Chances are you’ve made incremental progress. Maybe you improved the look, created content that better reflects new and emerging client interests, or even restructured your proposals away from “all about me” and toward “all about you”.

Those are good changes to be sure. But alas, we suspect your proposals still use the same methodology you’ve always used. In other words, when you compare the old and new proposals, you’ll probably be looking at two “paper” documents, meant to be read from start to finish.

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