Here are nine things you can do to win more proposals this year:

1. Start with a well-defined solution.
2. Invest enough in production so your proposal will look like a winner.
3. Use price to win (PTW) analysis – you can’t do without this any longer?
4. Stock your refrigerator with good things for late night workers.
5. Provide whatever type or amount of award you can afford to winning proposal teams.
6. Get executive buy-in in advance so you can be assured of the needed resources
7. Figure out a way to either use your process better or start one if you don’t have it already.
8. If you are not one of those rare groups that starts early, start your process one week earlier.
9. Schedule enough time to respond to the findings of the color team.