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Premium Content

Wording RFP responses
Review prior to creating a Proposal Content Plan
Exercise - Optimizing your wording to match the Evaluation Criteria
Exercise - Using RFP keywords
9 proposal metrics you didn’t think were possible enabled by Proposal Content Planning
Implementing and using content plans
Exercise: Breaking bad proposal writing habits
Exercise: Writing the introduction paragraph
Exercise: Passing the "So What?" test
Exercise: Who, what, where, how, when, and why
38 change management considerations
Exercise: Create a Content Plan, Iteration 4
Exercise: Create a Content Plan, Iteration 3
Quiz: Proposal Quality Validation
Creating a compliance matrix
Video: Proposal Quality Validation
Using Themes to Win
Quiz: Understanding Proposal Quality
Example of Compliance Matrix Creation
Start by Defining Proposal Quality
Introduction to creating a compliance matrix
Winning when all the customer cares about is the price
Learn more about performing proposal reviews
Proposal Sample Makeover: Before & After
Proposal Sample Makeover: Before & After (Makeover)
Proposal sight reading checklist
Proposal sight reading
Proposal Quality Validation Form
Sample Proposal Content Plan
Exercise: Create a Content Plan, Iteration 8
Exercise: Create a Content Plan, Iteration 7
Exercise: Create a Content Plan, Iteration 6
Exercise: Create a Content Plan, Iteration 5
Exercise: Create a Content Plan, Iteration 2
Exercise: Create a Content Plan, Iteration 1
What to put into your proposal content plan
Every single sentence of your proposal must do at least one of these 12 things
Proposal Production Plan
16 things to make your proposal about
Exercise: Using the outline to tell a story
Exercise: Creating a more challenging proposal outline
Exercise: Creating a Proposal Outline
Bid strategies based on your customer’s aspirations
16 ways to organize a proposal outline
Quiz: The PropLIBRARY training system
Simple compliance matrix template
Quiz: How to create a compliance matrix
Exercise: Creating a compliance matrix
Change management
Getting started
Opportunity pursuit lifecycle phase descriptions
60 proposal quality considerations for 6 key topics
Team Member Data
Role assignment form
What matters to the customer about your offering?
Competitive Assessment
What to focus on first when considering a capture process
90 things that someone needs to do to win and who is usually responsible
38 questions to ask during a debrief
Submission readiness checklist
Should you start your proposal with an "Understanding" section?
Lessons Learned Checklist
Training Plan
Proposal production and submission
Introduction to Readiness Reviews Presentation
Staffing your pursuit effort
Customer reaction proposal checklist and test
8 ways to prepare for a contract recompete
How to write about your experience
Compliance matrix step 1: create a high level outline based on the RFP instructions
What to do at RFP release
Fixing the SWOT model to work for proposals
Proving that you can deliver enough staff
Winning by fulfilling the customer's goals
Win strategies based on trust
23 topics to inspire features
Compliance matrix step 3: address the statement of work
Three Ways to Position to Win Services Contracts
How to incorporate boilerplate/re-use into your content plans
Who does what?
Opportunity pursuit key dates
Transition plan/phase-in plan
Deliverables
RFP distribution list
Proposal Schedule Worksheet
Visualizing a content plan
Compliance matrix step 2: address the evaluation criteria
11 ways to customize a proposal recipe
Win strategies for when the customer tells you what to bid
Strategies for offering solutions
Lowest Price, Technically Acceptable (LPTA) Evaluation Criteria
11 topics that drive win strategies
Simple offer design checklist
How to make figuring out what to propose simple
Calhoun International capabilities brief
What it Will Take to Win
Transparency
Tips for Implementing and Using Content Plans
A two-part strategy for writing great proposal introductions
Starting a Proposal Based on an RFP
Six things to do when you don’t have the input you need to write the winning proposal
Readiness Reviews help implement strategic planning objectives
Quality Assurance
Proposal Introduction Paragraphs
How information flows through the process to become what you need to win
Capacity Issues
Assessing What it Will Take to Win
Articulating Proposal Themes
Sample Proposal Quality Criteria
The Process For Creating a Content Plan
Planning Your Solution vs. Planning Your Content
What If There Is No RFP?
Identifying Themes For Your Proposal
What Separates a Good Theme From a Bad Theme?
Topics for Themes
Where should you look to identify themes?
Win Strategies and Themes
Proposal Assignments
Proposal Planning Goals
Kickoff Meeting Invitation Template
Kickoff Meeting Planning Worksheet
Customer involvement
Tools, methodologies, and techniques
Supply chain
Confounding the competition
Continuity planning
Customer support
Escalation plans
How to tell your story in a proposal
How to do proposals the wrong way
Inspiration for positioning to win
Kickoff meeting agenda
Defining roles functionally
Quality assurance
Training plan
Checklist for responding to draft RFPs
Introduction, applicability, and scope of the CapturePlanning.com MustWin process
Content planning iteration #4: add intelligence
Content planning iteration #5: add your solution and references
Addressing graphics in your content plan
Content planning iteration #8: add boilerplate
Content planning iteration #3: win strategies, themes, and evaluation criteria
Content planning iteration #2: add the RFP requirements
Content planning iteration #1: create the shell
Who should create the content plan?
Content planning iteration #6: add graphics and tables
Content planning iteration #7: add assumptions, limits, and issues
Benefits of using a content plan
Readiness review #2: scoring sheet
Readiness review #1: scoring sheet
Compliance matrix step 4: don’t overlook any other requirements
Developing your offering vs. developing your proposal
Readiness review #4b: capture report scoring sheet
Using proposal content plans to improve proposal writing
Content planning for quick turnaround proposals
Using proposal content plans with proposal recipes
Readiness review #4: scoring sheet
Readiness review #3: scoring sheet
Centralized vs. decentralized content planning
Proposal content plan review checklist
Content plan validation prior to implementation
Writing content plan instructions
Scheduling readiness reviews
Readiness reviews bring structure to the pre RFP pursuit phase
Checklist for customer site visits
Responding to a request for information (RFI) / sources sought notice
Bid/no bid decisions
Is the RFP wired for someone else?
Achieving pre-RFP goals makes post-RFP goals possible
Checklist for validating your proposal outline
The best proposal outline is written from the customer’s point of view
How to word the headings in your outline
Using a compliance matrix to create the proposal outline
Preparing to write the technical approach before the RFP is released
Preparing to write the staffing plan before the RFP is released
Preparing to write the management plan before the RFP is released
Preparing to write the past performance response before the RFP is released
Proposal writers and subject matter experts
Proposal manager
Production manager
Process administrator
Graphics specialist
Corporate support
Executive sponsor
Capture manager
Business development manager
Applicability of the process
Defining proposal quality
Proposal quality validation implementation
Creating your “what it will take to win” list
Completing your proposal quality validation plan
Proposal quality validation plan review checklist
How to go beyond RFP compliance
Identifying graphics
Introduction to proposal writing
Using the content plan as a recipe
Introduction to configuration management
What to do when you receive a proposal assignment
Kickoff meeting guidance
RFP amendment checklist
Format for submitting RFP questions
Post RFP release bid/no bid decision
RFP release checklist
Opportunity pursuit summary form
Guidance for readiness reviewers
Pre RFP pursuit
15 ways to turn your strategic plan into a tool
What matters to the customer about your offering?
Proposal Startup Information Checklist
A Better Way to Figure Out What Should Go Into Your Proposal
Federal Market Essentials Report Sample
Pipeline Assessment Webinar Slides
DC Summit for Success Presentation: It's Not About You
Understanding What It Takes to Win
20 Years of Proposal Re-use Secrets
Proposal Sight Reading Presentation
Proposal Quality Assessment Criteria
Proposal Specialist Assessment Tool
Whitepaper: Real World Teaming Tips
InTec LLC Capability Statement
Humanscale Capability Statement
DDS Staffing Resources Capability Statement
Palmer Staffing Capability Statement
AgH2O Holdings Capability Statement
BTA Capability Statement
Consulting Agreement
Downtown Water Front Master Plan Proposal
Piedmont Civic Center Master Plan Proposal
Landscape Architecture Design Services Proposal
CSS Bid Plan
Webinar Slides: Getting Ahead of the RFP
Proposal Content Planning Guide
How to Do Proposals: The Wrong Way
Sample Proposal Introductions
Quick and Dirty Guide to Writing a Last Minute Proposal
How to Survive Your First Business Proposal
How to Write a Management Plan
Proposal Format Guide
509 Questions to Answer in Your Proposals
Business Development for Project Managers
MustWin Process Workbook
How to Write an Executive Summary
Transparency
Six things to do when you don’t have the input you need to write the winning proposal
Security
Safety
How to write about quality in a proposal
Differentiation
How to write about numbers without using any
Proposal style and editorial issues
Setting priorities while writing
How contributors can help manage expectations during a proposal
A simple formula for proposal writing
Proposal writing before RFP release
Infrastructures
Risk
Locations
Staffing
Organization
Waiting for an uncertain RFP release
What to do when you get a late start
How to assess the effectiveness of your bid decision process

Free Content

Why every proposal should pass its reviews
How to write a better technical approach
Proposal win themes: the good, the bad, and five ways to become exceptional
8 ways to accelerate every step of creating a proposal
How to design an offering your customer will love
Introduction to readiness reviews
What to do when the RFP gets too complicated to understand
9 places you should invest to increase your proposal win rate
People are not enough for business development
15 ways you should never trust people working on proposals
14 examples of bad bid decisions and how they are killing your win rate
8 alternatives the customer has to accepting your proposal
15 things I'd want to know before taking on a job as a proposal manager
Proposal management
How many people do you need to write a winning proposal?
Frequently Asked Question: How can PropLIBRARY help my organization?
10 reasons why proposal management is different from other kinds of management
Developing winning organizations
3 more ways to use this clever approach to win your proposals that you probably haven’t thought of
8 specific things to do to create a winning culture
How to know when winning requires organizational change
Why your company's mission statement is keeping you from developing into a winning organization
The top priority for developing a winning corporate culture
Proposal Quality Validation
Proposal Content Planning: Figuring out what to say in your proposals
Pre-RFP Pursuit: Discovering what it will take to win
7 objective signs that your company is not the winning organization it could be
9 examples of using instructions to guide a team of people to write a great proposal
Advanced Proposal Content Planning considerations
What we're up to
How to respond to an RFP with the right words
Introduction to the Request for Proposals (RFP)
Are people afraid your proposal writers will sell something you can’t deliver?
Proposal recipes for inspiration
7 bad proposal writing habits to break
So what?
Escaping the ordinary proposal introduction
Writing from the customer's perspective
What makes proposal writers so different?
Introduction to proposal content planning
Why having proposal reviews is not enough to achieve proposal quality
9 ways to make proposals cheaper without killing your win rate
Why we do not recommend color team proposal reviews
The difference between technical writing and proposal writing
Quantifying Proposal Quality
Winning by making fewer mistakes
What do you mean when you say “review” a proposal?
Why we’re doubling the price of a corporate subscription
Fear. CYA. Accountability. Expectations. And proposal win rates.
Introduction to proposal quality validation
6 levels to the perfect proposal review
What does a Proposal Content Plan look like?
Quiz: How to Read a US Government RFP
How to read a US Government RFP
Bridging the gap between lead identification and winning
Why what you learned about writing outlines in school may cause you to lose your proposals
When to use a question-and-answer or point-by-point proposal format
Estimating course length
Course creation roles and responsibilities
Planning your courses
The PropLIBRARY training user interface
Course media and content types
Including exercises in your courses
What does the RFP tell you about how to win?
Quiz: Introducing the MustWin Process
How to win proposals by reading the mind of the evaluator
Winning when you start at RFP release
What a business development pipeline assessment can and can't tell you
The CapturePlanning.com network
How to read a Federal Government RFP
Continuous win rate improvement for corporate subscribers
What you can learn from reviewing your past proposals
Introduction to the MustWin Process
2017 training development plans
4 things that are critical for winning large proposals
10 Best articles of 2016
What does it mean to design quality into a proposal?
What is a Black Hat Review?
3 alternative approaches for reviewing your proposals
It all starts with a conversation
Increase your win rate by improving your business development handoffs
Beginners should start here
Why winning in writing is more like cooking than speaking
How to tell if a proposal is well written
The MustWin Process
Beginners should start here
5 areas to focus on to improve the effectiveness of your proposal group
How short term vs. long term proposal thinking impacts your ability to win business
Doing proposals the wrong way
36 solutions to problems you face winning proposals
Why an outline or compliance matrix is not enough to plan your proposal
Corporate Subscription Upgrade Webinar
44 things you might want from your Proposal Manager
9 key places to mitigate risks during final proposal production
Introduction to Lessons Learned
Did you lose before you even started your proposal?
5 ways to become serious about winning business
12 Strategies for fixing a broken proposal
Who decides if your proposal is any good?
Are you saying things in your proposal in a way that doesn't matter?
How to win in writing
Get Help Winning
30 reasons you would not accept your own proposal
Attention Executives: 6 ways your business development meetings are killing your win rate
Bad business development habits of B2B and B2G companies
To write proposals, first learn how to read them
Attention Executives: If you only do one thing to win more business, it should be this
We're about to release something new
Gig Pipeline
9 sources of inspiration for the points you need to make in your proposals
8 things great proposal writers do differently
Partnering
What to do about a poorly written RFP
What's in a typical Federal Government RFP?
Preparing for proposals ahead of RFP release
Parsing an RFP into a proposal outline
How should you publish your content?
How do you use content marketing to win contracts?
The most important characteristics needed to win proposals
Maybe what you need is a Pursuit Strategist?
9 examples of great marketing advice that could be horribly wrong for your company
How understanding content marketing can improve your proposal win rate
Winning vs. Losing
28 Pieces you should have in your pre-RFP content marketing library
Content marketing for government contractors
Adding value to your proposals without adding cost
6 examples of value propositions that are intangible and how to win using them
Winning even though your price is higher
Creating a bid strategy re-use library
How to create a win strategy cheat sheet
Formulating win strategies in just 3 steps
The three ways to win proposals
How to create recipes for your proposals
Project metrics
Relationship marketing
The truth about customer intimacy
Attention Executives: How do you know if someone is ready to be a proposal manager?
16 ways to find customer POCs to talk to and 7 ways to get them to find you
21 Tips for new executives with business development responsibilities
What is missing from your win rate analysis and is it killing your potential for growth?
9 things your proposal team can't decide without your help
Making proposal writing faster and easier
How to write a great technical proposal even though you don't know what you're talking about
Recycling proposals, creating templates, boilerplate, and re-use libraries
Why proposal reuse is really much more expensive than fresh proposal writing
Boilerplate/re-use checklist
Four ways we can get started working together
This bidding strategy can destroy your company before you realize it
Making effective bid/no bid decisions
When should you ignore the customer's vision?
22 ways to win in spite of negative past performance reviews
How NOT to review a proposal
How to make figuring out what to propose simple
The difference between writing an ordinary proposal and writing a great proposal
Turning strategic plans into everyday tools
10 tips for doing too many proposals with too few people
How to create a proposal that the customer cares about
Why your good proposal is going to lose
6 tips for measuring proposal progress
Making proposals simple
The proposal arguments we should be having
How to make winning in writing checklist simple
Doing proposals with other people
How to create proposals that are bigger than yourself
One simple thing you can do to greatly improve your proposal reviews
8 ingredients of proposal persuasion and great proposal writing
33 ways to see your proposal through your customer’s eyes
Why your proposal probably adds up to nothing...
How to create checklist driven proposals that win
Writing proposals dangerously
Project schedule
How to use features and benefits to enhance your proposals
Don't write your executive summary backwards
Introduction to the Score program
About us
27 examples of projects we’ve taken on
Terms of use
Privacy notice
5 ways to integrate the MustWin process into your daily routine
How the MustWin process can enable you to achieve process acceptance
8 Ways to use our MustWin process to improve your own process instead of replacing it
What is the MustWin process and how is it innovative?
Proposal content planning scalability and schedule issues
Case study: large scale dispersed proposal training
Case study: two days of onsite proposal training
Case study: proposal re-use library
Case study: a tale of two proposal assessments
Inspiration for graphics
Measuring readiness
More reasons to “no bid”
Major bid/no bid considerations
24 ways to influence the RFP
Turning an information advantage into a competitive advantage
11 ways to get ahead of the RFP
10 critical winning habits your company needs to develop
5 simple criteria to assess your proposal positioning and improve your reviews
5 steps to gain an information advantage and turn it into a competitive advantage
9 ways to know if your bid decision process needs improvement
6 approaches to bid/no bid decisions and 10 things they must get right
5 perspectives connecting business development, proposals, and winning
Whitepaper sources and references
82 topics to discuss with your customer
101 ways to help a potential customer in writing
5 considerations for selecting the right targets and the elephant in the room
3 critical moments in time to avoid proposal waste
8 ways you are wasting a ton of money on proposals
10 reasons why your executives won’t listen to you about business and proposal development
3 things you must do to go from writing ordinary proposals to writing great proposals
Win rate contradictions: why win rates are vital and meaningless at the same time
12 horrible fates that await companies that don’t do effective strategic planning
15 ways to turn your strategic plan into a tool
7 tips for doing proposals with fewer people
8 challenges you must overcome to write every proposal
13 examples of how knowing how to do proposals the wrong way can improve their quality
12 ways to turn proposal weaknesses into strengths
20 questions and an example that shows why every proposal is different
What’s in our win strategy library?
7 things you need to know in addition to the RFP to figure out what to offer in your proposal
16 things that should drive your offering design
8 simple indicators that you’re going down the wrong path before you lose your proposal
4 things you need to do to win proposals consistently
5 things billion dollar companies do differently to win their proposals
22 examples of what your customer is looking for, and what to do about it
The business development growth trap
8 simple things you can do to transform ordinary proposal writing into great proposal writing
34 reasons why the RFP requirements were worded that way
What’s the most important part of a request for proposals (RFP)?
Template alternative: proposal cookbooks
8 things you need to write a winning proposal
4 ways to determine what it will take to win
8 things that matter to your customers and 6 steps for building your proposals around them
Assessing proposal specialists: how do you find the right match?
Proposal quality assessments
4 ways a small business can beat its much larger competitors
4 strategies for formatting your proposal to win
9 things to know about your customer to write a winning proposal
Top quality templates for proposal formatting
Introduction to pre RFP pursuit
Introduction to the compliance matrix
8 steps for creating a proposal content plan
Roles and responsibilities
Articulating bid strategies and proposal themes
Whitepaper: Proposal Quality Validation
Whitepaper: Reengineering The Proposal Process
How to do business with us as a consultant
What you really need to know about a proposal you lost
Triage for the proposal emergency room
Usually it’s the people who mess up, process is a crutch, and other harmful notions
Why proposals are the tail that wags the dog
Six things you should know about to write better proposals
Do your proposals focus on the wrong lessons learned?
Six critical areas that need attention if you want to win new business no matter what
Developing your business pipeline
How do you hire a great proposal writer?
Are you focusing your efforts in the wrong place?
What is the simplest, easiest proposal process to get started with?
Subcontracting
Do we share the same vision for winning proposals?
Using PropLIBRARY to win a specific proposal
Using PropLIBRARY to start a new proposal group
Do you have a work breakdown structure or flow chart for the proposal process?
Turning proposal best practices on their head
Discover the single word that can transform your proposal writing
Creating the outline for your proposal
How to avoid getting caught in the proposal death spiral
What’s the difference between doing a small proposal and a large proposal?
The problem with proposal re-use repositories
What is the best way to accelerate proposals?
The secret to solving 14 proposal problems at the same time
Developing a proposal process that survives in the real world
10 signs that it's time to reengineer how your company reviews proposals
17 questions that will determine the success of your business development efforts
Thought leadership and proposals
Four ways to differentiate your proposal when you can’t find any differentiators
Teaming strategies for making money and mitigating risks
When potential customers look at your company, what do they see?
Thought leadership and business development
What does your customer really want in a proposal?
When should you make your proposal into part of a conversation with the customer?
The real reason why your proposal process is failing
Are you doing business development backwards?
The emotion that can win your proposals
Will a robot evaluate your next proposal?
How do you write from the customer's perspective, when you don't know the customer?
Why the customer doesn't care about your proposal
How to become a company that wins through strategy
What’s the point of your proposal? And what should it be?
What is the most important difference between government proposals and commercial proposals?
Why relationships are not enough for successful business development
Visualizing the customer relationship as one big conversation
Three reasons why your proposal reviews are failing
Are objective proposal reviews possible?
Two ways to become a great proposal writer
When is a proposal manager not a proposal manager?
Where should you start to improve your proposals?
A big proposal with an impossible deadline does not have to end in disaster
Are templates the best way to prepare proposals?
Why proposal win themes are so hard to write (and what to do about it)
14 ways to get into position to win your next proposal
Do you have to do a proposal or do you get to do a proposal?
Business development vs. capture vs. proposal management vs. winning
Where should you invest to improve your proposals?
How to prepare for a proposal ahead of RFP release
Consulting, training, and help winning your pursuits
How much business development can you afford?
15 signs indicating whether you have a proposal problem or an offering design problem
What is more important to your business than lead generation?
A simple technique for improving proposal storytelling, messages, themes, and positioning
Are you overlooking the most important thing to talk about in your proposals?
A great way to learn and improve your chances of winning a proposal at the same time
How important is layout design for winning proposals?
6 simple ways to avoid awfully bad proposal writing
Find out how selling in writing is different than selling in person
Do your proposal assignments come with failure built in?
The most important skill for cultivating great proposal writing
The right way to describe your strengths in a proposal
Are you making the colossal mistake of thinking in writing?
How a proposal beginner can beat the proposal professionals
It takes a village to develop business
What is the worst sin in proposal writing?
You can’t write a great proposal if you don’t matter to your customers
Changing the dialog surrounding bid decisions
Creating a checklist for the information you need at the start of a proposal
Responding to RFPs like your business depends on it
How do you get an early start on a proposal?
Best business development articles of 2013
Best proposal articles of 2013
The 6 areas that determine what it takes to win
Winning proposals with contributions from staff who aren't proposal writers
How executives, managers, and workers look at business development and proposals differently
Can you improve proposal quality by cancelling the reviews?
What to focus on when planning proposal reviews
Getting your proposal down to the good stuff
Don't start writing your proposal before you do these 9 critical things
How many people does it take to write a proposal?
You just found a lead. Now what?
What should your proposal themes actually say?
Proposal reviews are a teaching moment
Why planning the content of your proposal is more important than reviewing it
How to ensure your proposal writing is the opposite of spam
Who do you need on your proposal team?
A better way to find your competitive advantage
Where does a winning proposal come from?
Why don’t business development and technical staff get along?
Should you purchase a database for business development?
Two overlooked ways to speed up your proposals
Gaining a competitive advantage by understanding your customer's acquisition process
Business development pipeline metrics tell you how many resources you need
How do you win before the RFP is even released?
Bid strategies depend on understanding what matters to the customer
The number one reason why proposals lose... is a lie
How to win on price without losing money
Why one proposal review is worse than none
Generic proposal reviews do not lead to successful proposals
Why bidding everything leads to failure
How do you get the most out of inexperienced BD and proposal staff?
How to predict the future of your business
How to accelerate proposal writing strategically
The right way to fill your pipeline
To win more proposals, start in the middle
When you get an RFP, do you do these 12 things in order to win?
Identifying and measuring proposal graphics and visual communication
Win strategies and themes should evolve instead of being created
Winning through superior knowledge and processes
Which comes first, the message or the offering?
PropLIBRARY Solutions Catalog
How to turn winning business from an art into a science
The MustWin approach to being ready to win before RFP release