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.
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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?
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Avoid Using Client Logos in Your Proposals
Including your client’s logo in your proposal can be risky. Resist the temptation.
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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.
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How Many Spaces After a Period
When writing proposals, use a single space after a period.
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Calculating the RFP Response Ratio
If you respond to every RFP you receive, you’re wasting resources.
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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.
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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.
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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.
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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.
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Just One More Comma, Please!
If you add just one more comma at the end of a list, you will make your writing clearer.
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