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Before and after example: Saying you've done it instead of what you'll do

It is so much easier to talk about your experience than to plan approaches or develop differentiators. Don't fall into the trap of thinking that the value of your experience answers all requirements. Your experience has no value and does not matter. Unless you articulate that value and bring meaning to it.

The following example is loosely based on proposal content that was actually submitted to the customer, with some changes to hide the identity of the company that submitted it. The company was not one of our customers (but probably should be).


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