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.
Dave's Proposal Blog
My New Favorite Book: Secrets of the Selection Committee
My New Favorite Proposal Book: Secrets of the Selection Committee by Gary Coover. If you sell to state and local governments, you need to read this book.
Proposal Training: How to Choose a Program That’s Right for You
Proposal training programs can vary in many ways, so it’s important to choose a training provider and program that is a good fit for your team and your business.
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?
Dave Seibert to Speak at APMP Greater Midwest Symposium on September 19
Do you save and catalog every RFP you receive? You should. You really should.
Why You Should Save and Catalog Every RFP You Receive
Do you save and catalog every RFP you receive? You should. You really should.
Importance of 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?
Jargon in Proposals
Jargon is great--as long as everyone understands the jargon you use. If they don't, though, they're missing the point you're trying to make.
Post-Procurement Research and Analysis
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
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.
Proposal Writers Are Salespeople
Too many people in the proposal development world think of themselves as “technical” writers. In fact, proposal writers are salespeople who sell on paper.
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.
The Best Books for Proposal Development Professionals
If you can only choose three, what are the best books that proposal development professionals should read?
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.
Choosing Who Should Write Your Content
Proposal writers write. Everybody else should be supporting the writing effort.