Proposal Success Factors
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.
Blog: Business development
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.
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?
Proactive Business Development: Selling in an RFP World
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.”
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.