Carl Dickson

<p> The customer’s key concerns are often unspoken. While the RFP will ask you to describe your qualifications, it often won’t say that they are asking for your qualifications so they can determine whether they should trust you. When you realize this, you can write about your qualifications in the context of proving that you are trustworthy. Talking directly to the customer’s concerns gives the customer more of what they are really looking for and raises the apparent value of your proposal. </p>

<p> This exercise involves working with things that you may already have and making them better to mature your process. If you do not have everything you need for a quick start, now is the time to fill those gaps. If you do have them, now is the time to make them better. </p>