TArticles tagged with: features

50 Words and phrases that call attention to your benefits, strengths, and discriminators

Helps the customer recognize them and can help raise your proposal score

Calling out your benefits, Strengths, and discriminators helps the customer recognize them and can help raise your proposal score. You can call out benefits, Strengths, and discriminators using icons, graphics, tables, words, and phrases. Consider using any of the following 50 words or phrases to call attention to the benefits, Strengths, and discriminators in your proposal. Words Advantage Benefit Differentiator Discriminator Eclipse Exceed (requirements, service levels, acceptable quality levels) Excel Exclusive Go beyond Greater than High (confidence, marks, recruitment, retention, value) Low (risk, cost) Master More than Only Outclass (outdo, outshine, outstrip, outweigh) Over Pass Significant Singular Strength Surpass Top Transcend Unique Phrases Before using one of these phrases, connect it to a user requirement, quantify or qualify the phrase, and follow it with a proof point from your experience. A benefit of our approach is [fill in the blank] A differentiator of our approach is [fill in the blank] … Continue reading 50 Words and phrases that call attention to your benefits, strengths, and discriminators

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Can you hire an effective capture manager?

Three tips for finding the right person

The CEO of a mid-tier company asked me why many capture managers turn out to be ineffective and, in his case, could he have done something differently in the interview process to predict their effectiveness before hiring them. This is a difficult question because most capture managers will interview well, but some will not live up to expectations once on the job. I thought I would share some insights about this situation in this article. The triple threat Capture managers are part business development (BD) manager, part project manager, and part proposal manager. In this hybrid role, they serve to prepare a company to compete for and win the larger, more-complex bids in the government market and are appointed when a company makes a decision to pursue a particular procurement. You should view capture managers as a triple threat—professionals who are skilled in the three areas of BD, project management, … Continue reading Can you hire an effective capture manager?

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