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8 ingredients of proposal persuasion and great proposal writing – PropLibrary

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If you are not different, the customer won’t have a reason to select you. If you don’t point out the things that differentiate your offering, then all the evaluator has to consider is the price. Everything can be differentiated, even when the customer forces everyone to bid the exact same thing. Differentiation is how you make your bid special.

Source: 8 ingredients of proposal persuasion and great proposal writing – PropLibrary

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6 tips for measuring proposal progress – PropLibrary

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When a proposal has an absolute deadline, it’s important to know that things are on track towards completion. But that’s easy to say and hard to do. It’s even harder when there are multiple people involved in the effort to create the proposal.

Source: 6 tips for measuring proposal progress – PropLibrary

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What is missing from your win rate analysis and is it killing your potential for growth? – PropLibrary

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Even though it’s what everyone seeks, finding more leads to bid may not be the best way to grow your business. There’s a good chance it will produce a low return on investment. The reason is simple math. When you understand the math, you can make better decisions about how to grow. Unfortunately most companies leave a key variable out of their win rate analyses, which leads to poor decisions and lower growth.

Source: What is missing from your win rate analysis and is it killing your potential for growth? – PropLibrary

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How to write a great technical proposal even though you don’t know what you’re talking about – PropLibrary

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Sometimes people get stuck writing a technical proposal about something in which they are not an expert. Sometimes the subject matter experts aren’t available or don’t exist within your organization. You can do research, but you can’t become an expert in a week or even a month. So how do you write a technical proposal that competes against real experts, proves your credibility, and earns your customer’s trust? If you’re the stuckee, we have good news for you. We have a little trick that may work for you. And it may work so well that you win the proposal right out from under the noses of the so-called experts.

Source: How to write a great technical proposal even though you don’t know what you’re talking about – PropLibrary

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Attention Executives: How do you know if someone is ready to be a proposal manager? | PropLibrary

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Most companies assign whoever’s available to the role of proposal manager. Often it’s the future project manager, someone with a technical writing or editorial background, or an ambitious administrative assistant. Excellent proposal managers can come from these and other backgrounds. But so can failures. We’ve identified seven key things to look for when selecting someone to manage a proposal effort.

Source: Attention Executives: How do you know if someone is ready to be a proposal manager? | PropLibrary

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Proposal management and organizational development | PropLibrary

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If you want to go after contracts that are bigger than yourself, you have to work with other people. And that means you need to organize and manage the effort. Proposal management means answering questions like:

Source: Proposal management and organizational development | PropLibrary

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Recycling proposals, creating templates, boilerplate, and re-use libraries | PropLibrary

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When people have multiple things competing for their time, they often turn to templates and re-use libraries as a way to lighten the proposal workload. The problem is that they lighten the workload by reducing your win rate. And if you’re making smart bid decisions, the lost revenue will always be greater than the investment in doing proposals that are customized around your bid strategies. People try to convince themselves that if they design their templates just right, they can beat the odds. But they can’t because they haven’t thought through what it takes to win and how that impacts the proposal.

Source: Recycling proposals, creating templates, boilerplate, and re-use libraries | PropLibrary

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33 ways to see your proposal through your customer’s eyes | PropLibrary

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When the customer receives your proposal, what will they think? Nearly all the proposals I review are written about the company submitting the proposal. Is that what the customer wants to see?

Source: 33 ways to see your proposal through your customer’s eyes | PropLibrary

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Why your proposal probably adds up to nothing | PropLibrary

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Most people write their proposals by doing things that add up to nothing. Instead of thinking through what it will take to win, they just start piling on positive sounding attributes. They might even be legitimately positive, but if they don’t fit the way the customer makes their decision, they won’t add up to much. Probably nothing.

Source: Why your proposal probably adds up to nothing | PropLibrary

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One simple thing you can do to greatly improve your proposal reviews | PropLibrary

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Proposal reviews typically result in dozens of comments from each reviewer. Multiply that by the size of your team, and it’s not unusual to have hundreds of comments. So not only do you invest time in preparing for the review and waiting for the participants to complete their review, you have to invest more time in processing all those comments.

Source: One simple thing you can do to greatly improve your proposal reviews | PropLibrary

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