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.
Dave's Proposal Blog
Choosing Who Should Write Your Content
Proposal writers write. Everybody else should be supporting the writing effort.
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.
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.
Average Proposal Win Rate When Responding to RFPs
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?
Capitalization…in Moderation!
Some writers feel the need to capitalize words more than is actually necessary. Fortunately, there are capitalization rules to guide us.
It’s OK to Use Contractions in Your Proposals
In the old days, formal business writing precluded the use of contractions. In today’s informal world, contractions are fine.
Use Active Voice to Improve Proposal Clarity and Credibility
Use active voice when writing proposals. Your writing will be clearer, and you won’t sound like you’re trying to hide something.
Making Your Proposals Friendly to Colorblind Readers
If you use color graphs and charts to communicate information in your proposals, then the 8% of men and .5% of women who are colorblind may not understand.
Proposal Readability: Is Your Proposal Easy to Skim?
Most people do not read a proposal cover to cover. If you want to increase its readability, make it easy to skim.
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?
Avoid Using Client Logos in Your Proposals
Including your client’s logo in your proposal can be risky. Resist the temptation.
A Memo to Proposal Reviewers: Be Concise!
When reviewing a proposal, it’s better to remove unnecessary things than it is to add more words. Be concise.
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.”