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Can you win when competing against me?

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Each time you start writing without a plan for what you are going to write, I’m going to start with the points my writers are going to prove. 

Every time you try to figure out what to offer by writing about it, puts me several drafts ahead of you.

Every time you start your proposal without input puts you another draft behind me.

Every day one of your people misses a deadline is a day added to my schedule.

Each time you start without customer insights puts my score ahead of yours. The more you cut your staff working on proposals, the more the drop in your win rate will boost mine and the increase in my revenue will enable me to hire more and better staff.

While you hunt for RFPs to bid, I’ll nurture potential customer relationships.

The less you understand your customer’s preferences, the more likely I am to win.

The fewer the leads that you decide to not bid, the higher my win rate will be over yours, and the more focused my qualifications and efforts will become, making it harder for you to win. 

When you fail to improve your win rate, I’ll be improving mine.

When you let your people figure it out on their own, I’ll help them make decisions and support them with guidance, better processes, resources, and institutional knowledge.

Each time you hesitate over whether to bid or what to do, it will add an equivalent amount of time to my schedule.

The more you treat proposals as a necessary evil, the more I’ll treat them as critical to my growth.

The more you lower pursuit costs, the more I’ll focus on my pursuit return on investment.

While you obsess over finding more leads and lose the majority of them, I’ll obsess over winning more of what I bid.

While you lie to yourself about having an effective proposal process, I’ll actually implement one.

While you brag about getting a customer meeting and claim it as progress, I’ll develop an information advantage and measure my progress against it.

While you’ll aim for RFP compliance and maybe a little better, I’ll aim for the highest score and base my decision on what it will take to achieve it.

When you claim to be experienced, I’ll demonstrate why my experience matters.

When you claim to be the industry leader, I’ll prove I’m the customer’s best alternative.

Every cost proposal you prepare without understanding the price to win, gives me a pricing advantage.

Every time you talk about yourself, I’ll talk about what the customer needs to hear to reach their decision and how much better off they’ll be.

Every day I do things to improve my win rate.

While you stay in your comfort zone full of its compromises, I will practice disruptive marketing.

I am willing to change.

I embrace change.

You are being left behind.

Let's discuss your challenges with preparing proposals and winning new business...

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Carl Dickson

Carl is the Founder and President of CapturePlanning.com and PropLIBRARY

Carl is an expert at winning in writing, with more than 30 year's experience. He's written multiple books and published over a thousand articles that have helped millions of people develop business and write better proposals. Carl is also a frequent speaker, trainer, and consultant and can be reached at carl.dickson@captureplanning.com. To find out more about him, you can also connect with Carl on LinkedIn.

Click here to learn how to engage Carl as a consultant.

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