Proposal Management Process – The Ultimate Guide

The right proposal management process is essential to any successful proposal writing effort. Yet, people often struggle to set up a process that works. And they end up becoming frustrated with proposal management. In this post, I’ll break down what a proposal management process is, how to determine which process is best for your situation, […]

Proposal Writing Training – Which Course Is Right For You?

So you need to write your first proposal or learn to write better proposals. And now you’re looking for proposal writing training. Don’t worry, this post will give you everything you need to determine which training option is best for you. But first, there’s something you need to understand. Nobody Is Born A Great Proposal […]

Best Value: Did You Really Lose On Price?

I hear it all the time. I’m sure you do as well. “Oh, we lost that one on price.” Let me explain why that’s not always true. And I’ll provide you a simple rule of thumb to determine when you’ve lost due to your best value price and when you could have done more to […]

The Ultimate Guide To Writing Skimmable Proposals

It can be overwhelming. When you look at some RFPs, you can’t believe how much information they ask for. Why do they need all this information? But it’s the “golden rule.” They have the gold, so they make the rules. And we’re just playing the game by the rules they’ve laid out. So, you spend […]

What Proposal Game Are You Playing?

When it comes to proposals, nobody talks about this. What game are you playing? We could live our life believing that every procurement is the same. Every time we submit a proposal, we are playing our hand in the same game. But that’s delusional. Every procurement is different. That means every time you submit a […]

Should You Speculate During The Proposal Process?

I often say that there are so many unknowns in the proposal selection process that it is impossible to accurately predict whether or not you are going to win. In fact, it is probably best to stay away from speculation completely other than “do we have a reasonable shot?” Let me illustrate why speculation is […]

3 Proposal Debrief Strategies To Help You Win More Contracts

You submitted a proposal and lost. Now it’s up to you to figure out what happened. So, what do you do? You ask for a debrief. An agency head of construction management recently told me that he was relieved to just finish up the award of 54 contracts and the conducting of 76 debriefs. Wow. […]

Secrets of the Selection Committee

Did you ever wonder what’s going on in the heads of the people evaluating your proposals? Today, you’ll get some insight into what it’s like being on the other side of the equation. What is it really like to serve on selection committees? What secrets do these people hold? What are they not telling us? […]

How To Review Price Proposals

The idea of marketing people reviewing price proposals is crazy, right? Yet, inevitably, a price proposal will find its way to your desk. Do you just assume it is perfect? Or is there some value you can add to the process? I’m going to explain how you can review cost proposals, even if you don’t […]

How The Unavoidable Blinders Can Hurt Your Proposals (Or Other Important Efforts)

Let’s say you’ve been doing something, like putting together proposals, or writing, for a long time. How do you know your work is the best it could be? What if you could check the quality of your work without your expertise coming into question? Today, I want to tell you about a tactic that has […]