Sales Message Continuity Pre-RFP to Post Proposal
Are your proposal writers substantively involved in post-proposal sales presentations? They should be. This helps ensure the continuity of your message.
Business development
Want to win more RFPs? Then win the sale before the RFP is released.
The Proposal is the Closing Argument
Could a lawyer present an effective closing argument if she hadn’t been involved in the case up to that point? Can a proposal writer draft an effective RFP response if she hadn’t been involved in the sale up to that point?
How Important is Price in Proposals
How important is price in proposals? It depends. RFPs aren’t always about getting the lowest price. Sometimes, it’s about value. Which kind are you bidding on?
Why Professional Salespeople Hate RFPs (and Why They Shouldn’t)
Professional salespeople hate RFPs, and not always for good reasons. It’s time to set some things straight.
Calculating Proposal Win Rates
How do you calculate your proposal win rate? Begin by recognizing there’s more than one. This blog post argues there are at least eight proposal win ratios most sellers should be calculating.
Understand Why Buyers Go Out To Bid
Buyers issue RFPs for only one of two reasons; because they have to or because they want to. If you get an RFP but don’t know which one it is, your chances of winning just went down.
Average Proposal Win Rate When Responding to RFPs
Sellers ask about average win rates because they’re trying to gauge their performance. They’re looking for some external standard against which they can evaluate how well they’re doing. But is this the best approach?
Digging Deeper Into FOIA
Conducting a public records program.
FOIA for Proposal Writers
Every seller that writes proposals in response to federal or state/local government RFPs should ask for copies of all the proposals submitted. Are you?
Calculating the RFP Response Ratio
If you respond to every RFP you receive, you’re wasting resources.
Calculating the Short List and Presentation Win Ratios
Calculating the right kind of success ratios as part of your RFP selling effort can offer great insight into where you’re doing well and where you might be falling short.
Proposal Mistake #1–Relying on a Reactive Sales Strategy
Reacting to RFPs doesn’t work. If you don’t have a relationship with the client before the RFP is issued, it is unlikely you are going to win.