Episodes
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To bid or not to bid?
The best kept secret in proposals is that you can double or even triple win rates by simply deciding whether or not to bid. Rather than bidding for everything, why not bid only for deals you can win? This way you can use your limited resources to make a bigger impact on your customers and improve...
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First things First
The primacy principle holds that when people make a decision, they first look for the key factor that matters to them, then stop and decide. If we know this, then we can improve our sales proposals. We need to understand the key messages our customers need and put those first. Here are some ways...
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KISS Proposals
We all know by now that we need to love our customers. But kissing is important too. I mean KISS in the sense of Keep It Short and Simple, of course. How do you keep it short? Well, use short words for a start. Never say 'accelerates' when 'speeds up' will do. Also, limit your sentences to 15-18...
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Make Key Points Jump
Executives skim read. They’re busy people with lots to do. So your proposal needs to catch their attention and keep it. I hope that you read every word of your proposal to check it, but don’t expect that from your customer. People read proposals a bit like newspapers. They start with the…
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Proposal Tip
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Proposal Tip
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