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Instead of looking at preparing proposals as a process, try looking at it as solving problems. A "process" implies steps. Proposal development is reactive, so processes based on steps tend to fail. But solving the problems you will face in preparing a proposal implies the process. The problems you face also imply the goals you should have. Most companies that think they have a proposal process still spend their time solving problems. So looking at those problems in an organized way can help you

Our instincts betray us. Playing it safe will lower your chances of winning. In our regular life, sometimes playing it safe is necessary for continued survival. But in order to have a superior, winning proposal, it must first be different. Different in a way that no one else can match. You don’t get there playing it safe. Anticipation and research. What professionals do is try to anticipate the issues, conduct research, and start the proposal already informed with your mitigations and s

Mark Amtower and I go back over a decade. That's Mark on the left and me on the right above. We have over 530 mutual connections on LinkedIn. I've been interviewed by Mark for his radio show at least seven times. But on the March 16th show we really got into it and explored the lies that contractors tell in their proposals as well as the huge insights about the proposal process I've had from building MustWin Now.  Here are all the times I've been interviewed by Mark for Federal News Network

MustWin Now is a cloud app. We can add new features without you having to install or do anything. And we take requests. While we have crossed off some items, we've also added some. We currently have 57 tasks in our development queue, including some amazing items I wish I could discuss. I can show some items that at the top of the queue.  Some items at the top of our development queue: The theme is streamlined, faster workflow. Now that we've met our functionality goals, most of what we

If you tell lies like those below, you hurt your credibility. Even when you tell them with good intent they still hurt your credibility. Even if you believe them, they hurt your credibility. Yet it seems like everyone does it. And if you tell the same lies that they do, your proposal will lack differentiators. Even though people know that customers only buy from people they trust, they tell lies like these that the customer can see straight through. The point here isn’t to hold a trial

This module is a chance to finalize the work from the previous exercises and prepare them for implementation. The course materials for this module provide an opportunity to reflect on what you have created so far, look at it from several perspectives, and ensure it is ready for real-world use. During this module you should review and make any improvements needed to the process items you have created. You should also apply final formatting and production to them (logos, headers, footers

This module takes the approach to building lists of questions from the last module and applies it proposals that start at RFP release. The difference is subtle but important. Proposal inputs forms must ask questions that can be answered immediately and probably without being able to conduct much research. They are about discovering what you already know and articulating it in a way that proposal writers can use. They can have a big impact. Having some information to work with is a lot bette

Responding to RFP requirements is not simply a matter of checking off the fulfillment of each specification. Understanding the reasons why the customer asks for those requirements can give you insight into what really concerns them. Writing to what really concerns them can increase your win probability. Includes strategies for writing about fulfilling the RFP requirements, what might impact the customer's evaluation, and what can make the difference between winning and losing your proposal.

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This eBook is your?reward for signing up for our newsletter. It addresses how to write great proposals, bid/no bid decisions, winning before the RFP is released, proposal re-use repositories, improving your win rate, and more! Within a week you should receive your first copy of our newsletter, with new free content and updates.

This eBook is your?reward for signing up for our newsletter. It addresses how to write great proposals, bid/no bid decisions, winning before the RFP is released, proposal re-use repositories, improving your win rate, and more! Within a week you should receive your first copy of our newsletter, with new free content and updates.

Why do customers ask you to describe your approaches in your proposal? What do customers care about related to your approaches? It's not what it seems... Plus strategies for writing about your approaches, what you should avoid when writing about them, what the customer will evaluate, and what can make the difference between winning and losing your proposal.

There are so many ingredients that go into winning a proposal that we developed a whole methodology to account for them all. But one stands out. It is an attribute that should be a part of every other ingredient. Everything about your strategies, approaches, qualifications, writing, aspirations, and goals should revolve around it. Understand it and you gain a key to unlocking the secret to winning in writing. Nothing else you do will have as much impact on winning as this one, crucial ingredient

This module takes us from foundation-building into process building. It takes the pre-RFP pursuit from activities and relationship building into win strategy, message development, and positioning to close the sale with a winning proposal. From here on, you'll be reading the course materials not only to learn but also to identify things you'd like to discuss implementing. This module identifies different elements that bring structure to the pre-RFP pursuit, without forcing you into a particu

This course divides the pre-RFP pursuit into these modules: Activities that occur during pre-RFP pursuit (this module) Bringing structure to the pre-RFP phase (next module) Preparing to transition from pre-RFP pursuit to the proposal Starting at RFP release (because it happens) This module is primary about setting the stage for customer interaction in anticipation of a proposal. In this module we'll document the activities that occur in a pursuit before the RFP

Why do customers care about your capabilities? What do customers care about that's related to your capabilities? How do you use your capabilities to support other things that customer cares about? Strategies for writing about capabilities. What should you avoid writing about and what will the customer evaluate? What can make the difference between winning and losing?

Working on proposals as the only proposal specialist is like working without a net. But are you really alone? Sure, you might be the last one to touch the proposal. You might be the only one producing it. But if you have stakeholders, you are not alone. If you need input, you are not really alone. If people depend on your output, you are not really alone. If you are not really alone, you need to coordinate with the others who are involved or impacted. Even if you are truly the only one working o

The first module is about defining the scope of what we're going to create together. Are we enhancing your existing process or building a new one? Are focusing on the pre-RFP phase or the proposal phase? We'll cover both, but how will we apply the material? That's why the first module focuses on discovery and discussion with stakeholders. The material in the first module is designed to be thought-provoking. The topics provide some background and context that will help once the introduction

The first module is about defining the scope of what we're going to create together. Are we enhancing your existing process or building a new one? Are focusing on the pre-RFP phase or the proposal phase? We'll cover both, but how will we apply the material? That's why the first module focuses on discovery and discussion with stakeholders. The material in the first module is designed to be thought-provoking. The topics provide some background and context that will help once the introduction

Definition: Proposal triage is a best practice for when you have too many proposals, get a late start, or have proposals that are broken. Proposal triage is based on prioritizing effort based on the urgency of your needs. It often involves exceptions and doing things in streamlined, accelerated ways that would not be ideal under less adverse circumstances. It may involve focusing on submission instead of winning, or it may involve preserving a lesser chance of winning over a very real risk of no