|
|
|
Last Updated: Aug 17th, 2005 - 12:33:36 |
Articles
:
Planning to Win
Successful Proposal Section Checklist
May 16, 2005, 15:57
Articles
:
Planning to Win
Listen to What the Client Wants
In the past couple of months, I've received an unusual number of responses that say, essentially, "How can I write a proposal that the client can distinguish from all the others?" Well, here's my answer.
Jan 21, 2005, 11:29
Articles
:
Planning to Win
How To Get Your Expertise Used
As your firm's resident "proposal specialist," do you ever find yourself frustrated because you know what the right thing to do is but no one seems to want to hear you say it? Do you ever wish people would use your expertise more fully, would seek your professional advice about proposal strategies and tactics, or listen to you seriously when you give it?
Jan 21, 2005, 11:15
Articles
:
Planning to Win
How To Get The Most Out Of A Short Turn-Around Time
Here’s something we can all agree on: There’s almost always a time-crunch when it comes to writing proposals. Maybe the client doesn’t give us much lead time (two weeks; a week; three days). Or maybe the RFP sits on someone’s desk for too long before a decision is made to go for it. Whatever the reason, the trick is to make the most of the time we do have.
Jan 21, 2005, 11:13
Articles
:
Planning to Win
How can we find out what our customer's "hot buttons" are?
The best way to find out what your customers hot buttons are is to ask him. You don't exactly put it that way; you can say, "What are your biggest concerns about this project?" Or, "What are you most worried about that might go wrong?" I'm always surprised at how reluctant people are to ask their customers these simple questions, especially since the customer would probably love you to ask. Like anyone else, your customer likes talking about himself.
Jan 21, 2005, 10:51
Articles
:
Planning to Win
Follow A Systematic Approach To Preparing Proposals
In a recent article we talked about how a chaotic approach to writing a proposal can erode the quality. We also told you we’d show you how to impose some order on the chaos.
Here's a run-down on the basic steps.
Jan 21, 2005, 10:32
Articles
:
Planning to Win
FOIA: One Way To Get The Edge On The Competition
Doing business with the federal government? If you’re willing to dig, you can find a wealth of "insider" information through the Freedom Of Information Act (FOIA) process.
Jan 21, 2005, 10:29
Articles
:
Planning to Win
Freedom of Information Act (FOIA) Update
In another article in these pages, we discuss how you can use the Freedom of Information Act (FOIA) to help get a leg up on the competition. We have found a number of FOIA-related sites that can help you navigate the FOIA process.
Jan 21, 2005, 10:23
Articles
:
Planning to Win
Develop a Proposal Budget
How do you budget for your proposals? You do draw up a budget for your proposals, don't you?
Jan 21, 2005, 10:13
Articles
:
Planning to Win
Determine The Clients Proposal Preparation Requirements
No matter how you receive word that the client wants a proposal—whether it’s an RFP, a notice in the CBD, a letter from them, or even a phone call—you must deliver exactly what the client wants to see in the form that makes it easiest for her to evaluate.
Jan 21, 2005, 10:11
Articles
:
Planning to Win
Chief Factors In High Proposal Preparation Costs
Regardless of the type of proposal or its size or whether you're the prime or the sub, proposal costs rise when the following conditions are in force:
Jan 21, 2005, 09:58
Articles
:
Planning to Win
Selling Value in a Services Proposal
When the customer buys your product, he is buying a thing. When he is buying your services, he is buying your time. There is a fundamental difference between selling a thing and selling your time. That goes for the proposals you have to write as well...
Jan 14, 2005, 16:22
Articles
:
Planning to Win
Don't Just Read the RFP; Study It, then Follow It - Part One
Reading the customer's RFP is important. Well, you might say, of course you should read the RFP; who doesn't know that? Yet, I'm always surprised at how often the RFP is merely skimmed, or seriously mis-read.
Jan 14, 2005, 16:21
Articles
:
Planning to Win
Who Are Your Readers; the Technical Buyer
Technical buyers are the ones who decide if you have met the basic technical qualifications to get the work done. They will measure your technical solution against a set of requirements and specifications.
Jan 14, 2005, 16:18
Articles
:
Planning to Win
Telltale Signs That an RFP is Wired for Someone Else
Sometimes a procurement really is wired for a specific firm, though it happens less frequently than many people claim. You can begin being suspicious if you see some of the following in an RFP...
Jan 14, 2005, 16:14
Articles
:
Planning to Win
The Best Time to Talk to the Client is at the Beginning
Your clients’ projects do not just spring up, like mushrooms, overnight. They are the result of a need of some sort that has been analyzed and defined and refined and scrutinized.
Jan 13, 2005, 14:44
Articles
:
Planning to Win
What's The Most Important Thing to Know About Writing Winning Proposals?
The single most important element of a winning proposal is a clear set of direct benefits the customer will receive by selecting you. Nothing is more important than that. Your proposal will win or lose on that alone.
Jan 13, 2005, 14:39
Articles
:
Planning to Win
Who Are Your Readers; the User Buyer
User Buyers are the ones who will ultimately use whatever it is you offer. If they have a vote then you need to pay very specific attention to their needs, and make sure you address them.
Jan 13, 2005, 14:26
Articles
:
Planning to Win
What Evaluators Think as They Read Your Proposals
Have you ever wondered what evaluators thought as they read through your proposal? I recently read the results of a survey of government proposal evaluators conducted a few years back. The purpose of the study, called "The Evaluator Preference Survey", was to discover what experienced proposal evaluators liked and didn't like in proposals, and how they made decisions.
Jan 13, 2005, 14:21
Articles
:
Planning to Win
Who Are Your Readers and What Do They Look For?
Most proposals are evaluated by more than one person. Even in the case of letter proposals you write for a customer who has asked you informally for a quick scope of work, a timeline and a cost estimate, the final decision to hire your firm will likely be left to someone at a higher level in the organization.
Jan 13, 2005, 14:16
Articles
:
Planning to Win
Who Are Your Readers; The Champion
You know what a champion is. He's someone in your client's organization who-for whatever reasons-is on your side, who would like to see you get the job. He will help you learn about the ins and outs of the firm, the hot buttons and the fears.
Jan 13, 2005, 14:15
Articles
:
Planning to Win
Understanding the Economic Buyer
Economic buyers are the "money" people in the client's organization. They control the budget and have veto power over any decision requiring spending. Learn how they think...
Jan 13, 2005, 14:13
Articles
:
Planning to Win
Who Should Prepare Proposals and What Skills Should They Have?
You need a team of people to write a successful proposal. The emphasis here is on "team." Each of the team members has a role to play in the process. And each team member's strengths compensate for the other team members' weaknesses.
Jan 13, 2005, 14:11
Articles
:
Planning to Win
What's the Purpose of Your Proposal
Defining the purpose of your proposal at the outset is of critical importance. Learn how to do it effectively before you begin writing your proposal.
Jan 13, 2005, 14:05
|
|
|
|