Carl Dickson
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Files posted by Carl Dickson
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City of Piedmont Civic Center Master Plan Proposal
By Carl Dickson in Proposals
This is a proposal submitted in response to an RFP issued by the City of Piedmont, California, for a Civic Center Master Plan. It was submitted on August 25, 2006 by Siegel & Strain Architects.
25 downloads
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Proposal Specialist Assessment Tool
By Carl Dickson in Other Documents
More goes into selecting someone for a proposal related position than most people realize. The normal titles, like proposal manager, bid manager, proposal writer, editor, or capture manager only tell part of the story. What can really impact your needs may never show on a position description. You need someone who is going to be compatible with the way your organization approaches its proposals, and someone whose personal approach is compatible with your needs. How do you find someone who is the right match?
This sample tool can be used to assess a candidates ability to review and edit proposals. Instead of simply checking to see whether they catch all the problems, it helps you see what the candidate focuses on, which can help you determine whether the candidate is a good match for what you need.
164 downloads
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Webinar Slides: Getting Ahead of the RFP
By Carl Dickson in Free Files
On Wednesday, September 12th, 2012, we hosted a webinar to introduce David Lowe of isiFederal, a company that helps companies develop business with the U.S. Government. He addressed the roles, buying motives, and what the customer needs to hear from you so that you can get ahead of the RFP and influence the key decision makers. Here are the slides from his presentation. It's not the same without the audio, but there's still a lot of good information in them.
1,807 downloads
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Proposal Sight Reading Presentation
By Carl Dickson in Free Files
Sight reading is something musicians do when they play a song they don't know and haven't practiced with music they've never before seen. It's extremely difficult. If you are asking your proposal reviewers to conduct site reading, your review process is probably flawed and you can't expect the best performance from your reviewers. Nonetheless the vast majority of proposal reviews are conducted this way. Being able to size up a proposal at a first glance is a useful skill to have. Here is the presentation from a webinar we have on August 22nd, 2012 showing some of our techniques and the tricks we've picked up over the years that can help you do a better job of instantly assessing the quality of proposal.
1,439 downloads
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Whitepaper: Reengineering The Proposal Process
By Carl Dickson in Free Files
If you are tired of ineffective Red Teams and submitting proposals
you know could be so much better, please join us in changing
everything the industry thinks it knows about the proposal process
4,660 downloads
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Whitepaper: Proposal Quality Validation
By Carl Dickson in Free Files
Red Teams are Obsolete! Why, after decades of trying, is no one able to have consistently effective Red Teams? Find out why the color team model is broken and can't be fixed.
3,022 downloads
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Proposal Quality Assessment Criteria
By Carl Dickson in Other Documents
This document provides a set of criteria can be used in several ways to assess the quality of a proposal. They can be used to:
Assess a past proposal to establish a benchmark to measure progress by.
Assess a collection of past proposals for benchmarking purposes.
Collect metrics on proposal quality (by establishing numerical grades for each criteria).
Identify areas of concern and focus for future improvement.
Assess the trend towards improved or diminished quality over time.
This set of criteria does not focus on:
Whether the offering is compliant, effective, or what the customer really wants
Typographical accuracy and proof reading
Pricing and contractual terms
Style and design choices
By excluding the offering and pricing, this set of assessment criteria focuses on the proposal itself, and not the overall offering or its likelihood of winning.
Before using these criteria to assess a current proposal prior to submission, they should be customized to include criteria related to the items above. We recommend the Proposal Quality Validation methodology for assessing current proposals because it does include these criteria. The Proposal Quality Validation methodology is part of the MustWin Process and the details for implementing it are contained in the PropLIBRARY Knowledgebase.
98 downloads
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PropLIBRARY Solutions Catalog
By Carl Dickson in Free Files
This is more than just a brochure you can download and share with others. It is a blueprint for how to enhance the business development effectiveness of your entire organization.
2,857 downloads
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CSS Bid Plan
By Carl Dickson in Free Files
Chris Payne gave his permission for us to post this Excel based bid planning tool from CSS Consultancy.
He also created a 10 minute video on how to use the spreadsheet. While the use of the bid plan is fairly self-explanatory, you may benefit from running through the video to familiarise yourself with the logic behind the way the spreadsheet was developed. You can view this online at http://www.youtube.com/user/FMInnovate/videos
1,895 downloads
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Introduction to Readiness Reviews
By Carl Dickson in MustWin Process
Part of a presentation for the University of Nebraska Business Development Center. It provides an introduction to the Readiness Reviews that are part of the pre-RFP phase of the MustWin Process.
121 downloads
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Proposal Content Planning Guide
By Carl Dickson in MustWin Process
Our approach to Proposal Content Planning. This material was extracted from the MustWin Workbook to use in a training course we delivered.
240 downloads
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Sample Proposal Introductions
By Carl Dickson in Other Documents
A dozen versions of the same paragraph, with more than 50 things done wrong and how to correct them.
144 downloads
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Proposal Sample Makeover: Before & After
By Carl Dickson in Other Documents
See a real proposal, and discover what we like about it and what is wrong with it. You get much more than just a sample. You'll get our extensive review comments to help you understand how to apply the lessons learned. We take the original proposal and give it a makeover. You get to see the original proposal as well as the new and greatly improved version that we created.
764 downloads
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Quick and Dirty Guide to Writing a Last Minute Proposal
By Carl Dickson in Other Documents
Simple and practical guidance for people who must complete a proposal against a tight deadline, with little or no advance preparation. Enough said.
116 downloads
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How to Survive Your First Business Proposal
By Carl Dickson in Other Documents
Writing your first business proposal doesn't have to be intimidating. It's amazing how much stress can come from a blank sheet of paper and a deadline. Our guide tells you what you need to know so you can submit your proposal with confidence.
81 downloads
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Proposal Format Guide
By Carl Dickson in Other Documents
The most frequent question we get asked is "what should my proposal look like?" This is closely followed by "can I see a sample of a proposal?" Even though we tell people that winning proposals are built from the ground up to meet the concerns of specific customers and not by following samples, people still crave them.
173 downloads
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Business Development for Project Managers
By Carl Dickson in Other Documents
Provides easy to follow approaches to business development for people with technical backgrounds. If you have technical managers with responsibility for growth or sales but don't have the experience or background to feel comfortable with it, the problem solving approaches in this document are just what they need.
142 downloads
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509 Questions to Answer in Your Proposals
By Carl Dickson in Other Documents
Get some serious inspiration for proposal authors at all levels. It's perfect for figuring out what to write, and for making sure you answer all of your customer's questions. We provide the questions, you supply the answers. While it may not be as sexy as a template that writes the proposal for you, it's actually one of our most useful documents. Highly recommended.
122 downloads
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How to Write an Executive Summary
By Carl Dickson in Other Documents
This is the electronic version of the tutorial we publish. It addresses:
Writing different types of Executive Summaries
Why an Executive Summary might not actually contain a summary
How to introduce yourself in writing
Multiple strategies for preparing to write an Executive Summary
How to incorporate your win strategies into writing the Executive Summary
Advice for how to format your Executive Summary
How to be persuasive in writing
22 questions that you should answer in your Executive Summary
It also includes and a sample to show how the pieces come together.
265 downloads
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How to Write a Management Plan
By Carl Dickson in Other Documents
This guide is organized like a cookbook, providing over 180 items divided into 20 topics. It will help you answer your customer's questions regarding how the work will be done, who will do it, what resources will be required, how to mitigate the risks, and what you will do to ensure quality. It will help you proove to your customer that you can successfully manage the project and deserve to win the contract.
220 downloads
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MustWin Process Workbook
By Carl Dickson in MustWin Process
This is the electronic version of the MustWin Process Workbook.
373 downloads
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