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 […]

Firm Ignores Page Limits, Wins Contract. Here’s What The Courts Said…

What happens when you ignore page limits? As Matt DeVries utterly compelling article explains, maybe you win the contract. Then maybe your state’s Supreme Court upholds that award. You should read the article at Best Practices Construction Law, which included this description of the situation: “The Facts. In November 2010, the State issued a request […]

3 Golden Rules Of Proposal Design

Proposal design is a challenging topic. Everybody seems to have their opinion about what your proposals should look like. As someone trying to get a proposal out the door, dealing with proposal design can be frustrating. Especially if the people with those opinions don’t have any graphic design training. While you understand their opinions are […]