Calculating the Short List and Presentation Win Ratios
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.
The Absolute Best, Most Spectacular Proposal Article Ever Written in the History of All Time
A satirical look at the overuse of superlatives in business writing. It really is the best article ever written on the topic.
Proposal Mistake #2–Writing Proposals that are Informative, Not Persuasive
A proposal is a sales document, not an informational document. Include the necessary information, but make it persuasive.
Proposals: Length vs. Excessive Length
When writing proposals, say what needs to be said. No more. You can say more if you want, but it just makes your proposal longer and less likely to be read.
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.
Just One More Comma, Please!
If you add just one more comma at the end of a list, you will make your writing clearer.
How to Write a Cover Letter for an Unsolicited Sales Proposal
You should always include a cover letter when you send a proposal. It’s good business etiquette, it’s polite, and there’s no reason not to.