Proposal writers write. Everybody else should be supporting the writing effort.
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?
In the old days, formal business writing precluded the use of contractions. In today’s informal world, contractions are fine.
Use active voice when writing proposals. Your writing will be clearer, and you won’t sound like you’re trying to hide something.
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.
Most people do not read a proposal cover to cover. If you want to increase its readability, make it easy to skim.
Including your client’s logo in your proposal can be risky. Resist the temptation.
When reviewing a proposal, it’s better to remove unnecessary things than it is to add more words. Be concise.
Calculating the right kind of success ratios as part of your RFP selling effort can offer great insight into where you’re doing well and where you might be falling short.