Dave's Proposal BlogA rambling discussion about RFPs, proposals, and business development topics
Conducting a Public Records Program
When you’re the incumbent, if you assume you’ve won, you’ve already lost. Here’s a blog that will give you insight into how your customers view rebids.
What proposal writers need to know about the Freedom of Information Act (FOIA).
Including your client’s logo in your proposal can be risky. Resist the temptation.
When reviewing a proposal, it’s better to remove unnecessary things than it is to add more words. Be concise.
When responding to RFPs, true success comes from saying, proactively, two years ahead of time, “I want that contract, and here’s how I plan to go win it.”
When writing proposals, use a single space after a period.
If you respond to every RFP you receive, you’re wasting resources.
Calculating the right kind of success ratios as part of your RFP selling effort can offer great insight into where you’re doing well and where you might be falling short.
Superlative Maximus: The absolute best, most spectacular proposal article ever written in the history of all time
A satirical article about the overuse of superlatives in business writing. It really is the best article ever written on the topic.
When writing proposals, say what needs to be said. No more. You can say more if you want, but it just makes your proposal longer and less likely to be read.
A proposal is a sales document, not an informational document. Include the necessary information, but make it persuasive.
Reacting to RFPs doesn’t work. If you don’t have a relationship with the client before the RFP is issued, it is unlikely you are going to win.
If you add just one more comma at the end of a list, you will make your writing clearer.
How to Write a Cover Letter for an Unsolicited Sales Proposal