Are your proposal writers substantively involved in post-proposal sales presentations? They should be. This helps ensure the continuity of your message.
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?
How can you get better if you don’t know what you did wrong? Or right? A good post-procurement research and analysis program will show you both.
How to improve your RFP/proposal win rate involves more than just writing better proposals. In fact, there are five major things that impact your win rate.
Too many people in the proposal development world think of themselves as “technical” writers. In fact, proposal writers are salespeople who sell on paper.
Professional salespeople hate RFPs, and not always for good reasons. It’s time to set some things straight.
Responding to an RFP is not a writing project to complete, it’s a sales process to win–and we need to treat it that way.
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.
Conducting a public records program.
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?
When responding to RFPs, true success comes from saying, proactively, two years ahead of time, “I want that contract, and here’s how I plan to go win it.”
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.