Are your proposal writers substantively involved in post-proposal sales presentations? They should be. This helps ensure the continuity of your message.
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.
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?
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.
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.
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?
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.
A satirical look at the overuse of superlatives in business writing. It really is the best article ever written on the topic.
A proposal is a sales document, not an informational document. Include the necessary information, but make it persuasive.
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.