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?

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.

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