Proposal Strategy Tree
Most companies formulate win strategies, but then they leave it up to the authors to include…
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Proposal Sentence Length: Why 15 Words Wins More Contracts
Recently I was working with a client, helping them improve their Executive Summaries. We focused on developing a more client-centered message. We talked about focusing on the customer’s problems first, then showing how solving those problems would deliver a big payback to the client’s organization.
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Eliminating Background Noise
I just got back from four days in Las Vegas. I spent the first two days working with Kaiser Permanente, and that was delightful–speaking at their national sales meeting, working with their proposal writers, and leading a workshop for their sales people.
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Avoiding Death by Bullet Point
I had a very disturbing conversation with Nick Oulton the other day. Nick is the UK-based author of Killer Presentations, and an expert on using PowerPoint.
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Leading Non-Professional Proposal Writers
This article is adapted from my part of a three-person Roundtable, given at the APMP – National Capital Area Chapter, September 17, 2008.
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How to Write a Better Proposal Introduction
A blank page can be intimidating. You have a blank page at the start of each proposal. And then another at the start of each section. Most people go through a "warm up" process while they try to figure out what to say.
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Writing Persuasive Reasons Why Customers Should Select You
What is wrong with the following list of reasons why the customer should select you in a proposal?
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When to Start Writing Before the Final Solicitation
I want to challenge a statement in your previous Proposal Service Monthly newsletter. This statement reads as follows:
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Resumes – Hints on Preparing Winning Resumes
During my career, I have evaluated, reviewed, edited, or written over 20,000 resumes, mostly for technology personnel. This experience was obtained in staffing and preparing personnel sections for Government proposals.
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How to Prepare a Winning Management Plan
During the days when I had time to actively assist in proposal writing, I was often elected to prepare the management plan. During the past 30 years, I have probably prepared at least 150. I will never forget the first management plans I wrote.
