Want to win more RFPs? Then win the sale before the RFP is released.
Many businesses spend lots of time and effort drafting proposals to win more RFPs, but their effort is not always reflected in their win rates. There are many reasons to explain low win rates, but here’s what’s clear: the businesses that win more RFPs more consistently always do five things well. They have… A good
How to Win More RFPs Read More »
Should Proposal Writers Be Held Accountable for Their Proposal Win Rate? I say no, not unless they control the entire selling process.
Should Proposal Writers Be Held Accountable for Their Personal Proposal Win Rate? Read More »
Quotations can be a great and entertaining way for writers and presenters to make a point, but only if they’re accurately attributed.
Verify Quotes with QuoteInvestigator.com Read More »
I’ve heard far too many salespeople refer to an RFP as a questionnaire. It’s not.
An RFP is NOT a Questionnaire! Read More »
A humorous, tongue-in-cheek tutorial about how to prospect for customers by focusing on what not to do. Read it, laugh, and learn.
How to Prospect for New Customers (Wrong Answers Only) Read More »
Are your proposal writers substantively involved in post-proposal sales presentations? They should be. This helps ensure the continuity of your message.
Sales Message Continuity Pre-RFP to Post Proposal Read More »
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?
The Proposal is the Closing Argument Read More »
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 Important is Price in Proposals Read More »
Professional salespeople hate RFPs, and not always for good reasons. It’s time to set some things straight.
Why Professional Salespeople Hate RFPs (and Why They Shouldn’t) Read More »
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.
Calculating Proposal Win Rates Read More »
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.
Understand Why Buyers Go Out To Bid Read More »
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?
Average Proposal Win Rate When Responding to RFPs Read More »
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?
FOIA for Proposal Writers Read More »
If you respond to every RFP you receive, you’re wasting resources.
Calculating the RFP Response Ratio Read More »