When we write proposals, we often don’t know what the customer cares about. This is the main reason companies talk about how great they are. We write about things we assume the customer cares about or write fear they might care about, because in reality we don’t know. The result is a proposal that isn’t what the customer wants, written in a way the customer doesn’t want to read. The difference between winning and losing is often how you handle not knowing what the customer wants as well as you should.
Source: How to create a proposal that the customer cares about | PropLibrary
28 Pieces you should have in your pre-RFP content marketing library – PropLibrary
Imagine the customer finding a web page providing insight into the issues they face in getting
