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Why Are We Losing So Many Bids?
By Fedmarket.com
Nov 23, 2005, 13:33

We are the most qualified company in the market. Why are we losing so many bids?

Have you hear this before?

Customer relationships; you will perish without them. You have probably heard this axiom hundreds of times yet you are still bidding with weak customer relationships.

Fedmarket.com's Federal Sales Academy is offering a new course to improve your government business proposal writing skills. Our new course "Capture Planning/Advanced Proposal Writing" expands on the principles taught in our "Writing and Managing Winning Proposals" seminar. The seminar stresses the need to integrate the sales, proposal management, and proposal writing processes into a single, focused process resulting in stronger customer relationships and more winning proposals.

The seminar answers the questions:

Why sales and proposal writing should be tightly integrated?

How complex products and services are really sold?

Why are we losing so many proposals?

Why the Bid/no bid decision isn't a single event and should be a by-product of the sales process?

Why is there a natural dichotomy between top management and proposal writing?

Topics Covered:

Identifying Opportunities and Establishing Customer Relationships

The Sales Intelligence Questionnaire

Integrating Sales and Proposal Writing

Writing a Defensive Proposal

The Proposal Outline

The Executive Summary

The Technical Approach

The Management Plan

Resumes and Corporate Experience

For a complete outline of materials discussed and on-line registration form visit

http://www.fedmarket.com/productTour/seminar/advancedProposals.php