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Articles
- Sell the Customer and then Write the Proposal
It is nearly impossible to produce a winning, customer-centric proposal by writing a blind bid in response to a federal Request for Proposal (RFP). The key to writing winning proposals is to sell the customer first, then write the proposal... - The Proposal Writing Dilemma, Again
We return to a frequent topic - - the practice of some companies to submit proposals that are both poorly written and not organized well... - Cornerstones to Proposal Success: Past Performance Library
A past performance library contains past performance write-ups that summarize your organization's experience on different projects. More often than not, you will be asked to reference past performances in your RFP response... - Red Team Review Guidelines
A couple of installments ago, we wrote that the process many companies use for proposal reviews is "broken." We discussed why and how to mitigate the issues that seem to plague proposal reviews (see What is Wrong with the Proposal Review Process?)... - The Proposal Theme
A Rhetorical Infrastructure for Selling You want to make your message unforgettable to your potential clients, and you want to show why you are superior to all competitors... - Hot Buttons Tell Your Customers You Get It
From last week's post, you probably took away that the proposal theme (see The Proposal Theme: A Rhetorical Infrastructure for Selling) is not just some fluff language... - Storyboards Save Time and Effort
Storyboards are conceptual planning tools used to help writers plan each section before drafting text. In the broadest sense, storyboards use words and graphics to outline a concept... - What is in a Capture Plan?
Before you start writing a proposal, be sure to insist on having your business development team prepare a capture plan... - Figure Captions, the Unexplored Selling Frontier
Given the following table: Number of Personnel Position Responsibility 1 Project Manager Management of the project 1 System Architect Software architecture 1 Data architect Database architecture 3 Business Analyst Identificat... - Proposal Writing for Government Contracting
The previous installments we discussed managing and organizing a proposal writing project. This installment provides guidelines and tools for the proposal writing effort itself... - Oral Presentations for Government Proposals
When government agency personnel notify you that they would like your company to make an oral presentation, it’s a very good thing... - Advanced Proposal Writing: Key Elements When Writing About Your Program Management
For Small Businesses: Key Elements When Writing About Your Program Management Last week, we noted that the new strategy of federal agencies is to mandate that small businesses band together under a single lead small business and take on larger, more soph...
