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Federal Sales Training
- Writing and Managing Winning Proposals
Write less, win more. If you can't afford to waste another minute or dime writing another losing proposal this class is for you.
Proposals
- Writing & Managing Winning Proposals
Write fewer proposals; win more .
Articles
- Does a Relationship with the Customer Guarantee a Win?
In our previous proposal writing installments we have stated over and over that building a customer relationship is the key to a successful proposal... - The Customer is the Key to Winning Proposals
Most successful federal contractors understand relationship sales and sell the customer before writing customer driven, defensive proposals. Yet we hear over and over: "we are new and they won't meet with us"... - What is a Defensive Proposal?
Most authors on federal proposal writing define a defensive proposal as follows: Is written not to be eliminated; to be the last proposal standing Presents a practical solution from a customer perspective Gives the customer what they want; no more ... - Think of Proposal Writing As the Last Step in a Sale
Our federal sales seminars stress that your sales efforts and proposal-writing process should be one, highly-structured undertaking... - Solving the Proposal Writing Dilemma
Our last installment discussed the haphazard and disjointed federal proposal writing efforts that take place in most companies and why they occur. This installment presents concrete steps that can be taken to minimize the problem. 1... - Integration of Sales and Proposal Writing
Our last installment discussed the concrete steps that should be taken to minimize haphazard and disjointed efforts to write federal proposals... - Best Practices and Best Avoided
Our seminar staff recently completed one of our monthly seminars on proposal writing. As we do in every class, we discussed how proposals should be written to be the "last proposal standing" or, said in Fedmarket-speak, a defensive proposal... - In Proposal Writing Second is the Same as Last
In many ways, writing a federal proposal is like writing a college term paper. However, the similarities end with the results. In college, you may have been reasonably happy to accept a B... - A Renewed Emphasis on Proposals
There is a widespread perception that the preparation of an extensive and exhaustive proposal is a necessary evil inherent to doing work with the federal government... - Don't Put Them to Sleep
Federal proposals, in response to Requests for Proposals, tend to be dry, dry, dry- including the last proposal standing (the winner). Even authors of books on how to write creatively frequently write dry prose. This happens for a number of reasons... - Proposal Evaluation: How Final Decisions Are Made
Defense wins in the National Football League and it wins in government proposal writing. You must write proposals with a goal of avoiding elimination while at the same time writing a customer-centric proposal... - Why Federal Proposals Exist
Why do proposals even exist? Contrary to popular belief, proposals are not written so federal evaluators can select the best, high-value solution to their problem... - Proposal Writing Mistakes
The process of producing a quality proposal is inherently prone to problems. As discussed in the previous newsletter, it is difficult to manage the process and is costly... - Write Defensive Proposals
Most authorities on writing federal proposals define a defensive proposal as follows: One written with the goal of being the last proposal standing An offering that presents a practical solution from the customer's perspective One that gives the...
