Carl Dickson

<p> The goal for this exercise is to prepare proposal input forms that identify and help gather the information proposal writers need to write great proposals at your company. </p>

<p> 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. </p> <p> 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. </p>

<p> 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! </p> <p> Within a week you should receive your first copy of our newsletter, with new free content and updates. </p>

<p> 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... </p> <p> 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. </p>

<p> A classical model for project management and organizational development is to look at people, processes, and tools. Consider all three during each part of this exercise. </p>

<p> 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? </p>

<p> Creating process support items can provide reminders and inspiration to staff reaching out to potential customers. The following provide examples of things you can create to help your company get ahead of the RFP, gain customer insight, and earn goodwill. They help lay a foundation for bringing structure to the pre-RFP phase through guidance and process. </p>