Articles
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This program is for people who want to build organizations that reliably win contracts. No. Let me rephrase. This program is for people who want to build their entire company around reliably winning contracts. This program is for people who want to grow by capturing the leads they chase, instead of chasing as many leads as they possibly can until they win something. Convenient format for applied learning and continuous improvement Each month there will be a new topic to foc- 0 comments
- 2,211 views
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You’ve successfully conducted business virtually for some weeks now. But are you good at it, or have you just modified your old ways of working so that you can get by without co-presence? If you’ve got some weeks of mandatory virtualness still to go, maybe you do a little reengineering. A vaccine is 12-18 months away. Maybe even after some people go back to work it won’t be completely over. Maybe things will never be completely like they were. Maybe it’s time to give virtual just as much pr- 0 comments
- 169 views
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You’ve successfully conducted business virtually for some weeks now. But are you good at it, or have you just modified your old ways of working so that you can get by without co-presence? If you’ve got some weeks of mandatory virtualness still to go, maybe you do a little reengineering. A vaccine is 12-18 months away. Maybe even after some people go back to work it won’t be completely over. Maybe things will never be completely like they were. Maybe it’s time to give virtual just as much pr- 0 comments
- 1,780 views
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Why the job of capture manager is impossible and how your fate is determined by what you do about it
Capture management requires organizational development and not just a lucky hire. Sure it's possible to hire someone who can herd the cats and win a pursuit. Maybe win some more. There are some great capture managers out there. But there's a reason that turnover for capture managers is so high. And why on average most companies' win rates are so low. Winning consistently requires organizational development and not just relying on luck. When the luck runs out, most companies blame their capt- 0 comments
- 5,259 views
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Some large companies operate like a collection of small businesses and some small businesses never stop making it up as they go along. This produces companies that grow like weeds where everything is a constant struggle. How do you stop operating like you are small? Having the same staff pursuing your opportunities while also building the structure to improve how people pursue your opportunities is problematical. That’s the nice way of saying it usually fails. Either you are taking them a- 0 comments
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Fight! Fight! Fight! Not really. But sometimes you do have to decide which to focus on first. Or how much to budget for each. Keep in mind that companies often define things differently. They often blur the lines between roles. If you have a slash in your title (i.e. BD/capture, capture/proposal) then you are neither. You stop prospecting the moment you start doing capture. You stop doing capture the moment you get in the weeds of document production. What matters depends on sever- 0 comments
- 2,816 views
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Better proposals require becoming a better company. The question “How can your company do proposals better?” starts by asking “How can your company do the things you write about better?" and that in turn becomes "How can you be a better company?" Want a better management plan? Start by determining what better management would look like. Ask yourself what you have to do to deliver that. Then become that kind of company. Want a better technical approach? Start by determining what a bette- 0 comments
- 1,522 views
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Every one of the sample proposal write-ups below is selling the same widget. With minor edits, that widget could be a product, a service, or any other offering. The widget is not the point. Good news and bad news First the bad news: Even though they offer the exact same thing, your proposals should end up so different from each other that it doesn't even make sense to recycle the content. Now for the good news: Creating highly tailored proposals increases your competitiveness so much i- 0 comments
- 3,338 views
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Ghosting the competition is an advanced proposal skill. It involves explaining why the customer should not select your competitors. It is best when: Ghosting comes after proving why they should select your proposal. You shouldn’t play on the dark side until you’ve established your inherent goodness. And even then, use it with care. Ghosting should also be handled indirectly, so that instead of being a direct attack it is more of a consideration that just happens to paint them in a b- 0 comments
- 5,939 views
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What should a proposal library contain? If you think it should contain proposal text ready to use so you don’t have to write as much in your future proposals, you’re setting yourself up to lose your proposals. There are better ways to speed up your proposals. But there are some reference materials that are handy to have. And people need inspiration. These things can help improve your proposals instead of weaken them. Proof points. You obviously think that you are the customer’s best alte- 0 comments
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When I tell people that they should exceed RFP compliance if they want to win, they often reply “But if we do that we’ll be too expensive.” This comes from an assumption that time is money and that anything you do takes time. When I point out that you can go beyond the RFP without it actually costing anything, they often reply with “But how do we do that?” Well, here’s how… Proposal writing examples 1) Focus on “why” in addition to compliance. Show that you are the better alternative fo- 0 comments
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How much experience do you have? How relevant is it? How about staffing? Do your staff have the right qualifications and skills? Do you have enough staff? Behind these questions are two win strategies you should know by name: depth and breadth. They are not mutually exclusive, but sometimes one is more relevant to a customer than the other. Depth communicates sufficiency of quantity If the customer is looking for one type of experience and I have 10 project examples, I may have the dept- 0 comments
- 2,646 views
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Everything you want your customer to conclude about your proposal should be in your Executive Summary. Not the details. But what the details mean, what they add up to, and why that makes you the customer's best alternative. Your Executive Summary should introduce every key point you’re trying to make. It's not actually a summary at all. If you don’t know what to say in your Executive Summary, it’s because you don’t know what the point of your proposal should be, and this is a major problem to so- 0 comments
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Getting into position to win before the RFP comes out requires preparation. Preparation doesn't just happen. The things you do before the proposal even starts can have a huge impact on your win rate. It makes more sense to focus on them than to rely on last minute proposal heroics. Here are links to five sets of tips that lead to even more content that can help you put just enough structure into place to be successful: Discovering what it will take to win. We think of sales as driven by ch- 0 comments
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This proposal template applies to any industry. When combined with your subject matter expertise, it will enable you to quickly write a proposal in a way that matters to your customers. The easiest way to understand this approach to proposal writing is to think about using it to structure your paragraphs. Once you see how to do that, you can use the exact same template at the section level by breaking down each section into its components (topics, steps, features, locations, etc.). The intr- 0 comments
- 2,286 views
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This one page of a brochure contains all of the following claims: Everybody loves us. You can depend on us. You can trust us. Family owned and operated. Since 1984. We pride ourselves on… Excellent customer service. We can help with everything… We’re the most recommended. Customers love us. It’s a mixed bag of unsubstantiated claims and claims that fail to pass the “So what?” test when taken on their own. It’s also pre
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- 2,196 views
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Companies often ask their proposal specialists to wear many hats. They blur the lines between sales, business development, capture, and proposals. And when it comes to proposals, they don’t make any distinction between proposal management, proposal writing, or proposal production. Some companies, usually the smallest ones, have one person doing all of them. When that person is working on a proposal, prospecting for new leads stops. When someone is writing, they stop managing. And capture g- 0 comments
- 1,455 views
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We want to free you up to focus on relationship marketing by doing the online searching and monitoring of opportunities. When we monitor websites like SAM and identify opportunities for upcoming recompetes you can focus lead generation through relationship marketing. We’ll even help with that by letting you know when to reach out to customers before the RFP for recompetes are written so you can reach out and establish a relationship, influence the RFP, and get into position to win. We’ll stay be
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- 1,090 views
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Incumbents like to play it safe, especially when things have gone well. When the recompete comes up, they often focus on not making any mistakes and submitting a proposal that is fully compliant with the instructions. You shouldn't assume the recompete is wired for the incumbent contractor. But if you want to beat the incumbent, you must take risks. Just not any risks. You should target the things the customer cares about the most. Your proposal can be more credible than the incumbent’s pro- 0 comments
- 2,883 views
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It saves so much time to write a short proposal than writing a long one and editing it down. It also involves a lot less risk. However, it does require you to think about what you are going to write before you start. But you should be doing that anyway. Skip the introductions You don’t need a page to introduce your company. You don’t need half a page to introduce each section. Just say what matters — to the customer. Just because something matters to you does not mean it will matter to- 0 comments
- 2,563 views
