Ghosts or Hobgoblins? Proposal Ghosting Techniques
Sun Ze said, “You may advance and be absolutely irresistible, if you make for the enemy’s weak points.” In the proposal world, this means ghosting. Ghosting is an advanced proposal technique that we can use to influence buying decisions if we know our own strategy and have accurate information about the market, customer, and competition. Wendy Frieman explores when to use (and when not to use) this technique and provides the information and knowledge needed to use it effectively. She explores the steps you need to follow throughout the business development life cycle to use ghosting in your proposal, and emphasizes the type of competitor intelligence that supports ghosting—and how to get that intelligence. Wendy provides sample proposal text you can use as templates for developing ghosting in your proposals.
Ghosts or Hobgoblins? Using Ghosting Techniques in Proposal Development
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Lohfeld Consulting Group Capture & Proposal Insights & Tips Volume 3
by Beth Wingate
contributors Brenda Crist, Bob Lohfeld, Wendy Frieman, Alexandra Wingate, Julia Quigley, Maryann Lesnick
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Teaming friends, frenemies, and enemies—12 tips to mitigate harmful effects
Did you know that contracting officers spend up to 20% of their time mitigating disputes between teaming partners? In an informal poll we conducted on LinkedIn last month, 40% of respondents classified their teaming partners as “frenemies” on their last bid.
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