TArticles tagged with: proposal development

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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50 Words and phrases to ghost competitors

One of the best ways to influence a customer to select your solution

Building confidence in your solution and casting doubt on a competitor’s solution is one of the best ways to influence a customer to select your solution. In the proposal industry, we call that method ghosting the competition. The next time you want to ghost a competitor consider using one of the following 50 words and phrases. Words Deficiency Disbelief Doubt Dubious Flag Lack of faith Lack of confidence Low confidence Low recruitment Low retention Low value High risk Misgivings Misguided Mitigation Qualms Question Query Reservation Skeptical Suspicion Unbelievable Uncertainty Waver Weakness Phrases All things considered, you might [fill in the blank] Based on industry data, that approach has potential weaknesses because [fill in the blank] Beyond a shadow of a doubt, [fill in the blank] Having faith in that approach might be mistaken, because [fill in the blank] High-risk solutions include [fill in the blank], because [fill in the blank] … Continue reading 50 Words and phrases to ghost competitors

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A Microsoft Word feature you will love!

Discover lesser-known features that really improve productivity

We all use it! Microsoft Word. The number 1 software tool used for proposal preparation. In time, we all discover those lesser-known features that really improve productivity. The Style Separator is one of my favorites. Style Separator This feature was revolutionary for me. It enables you to use multiple styles in a paragraph. For example, the Style Separator enables you to define figure or table action captions using a Caption style for the figure name (e.g., Figure 1-1. Organization Chart) and a different style for the descriptive portion of the action caption. The trick is to first create the Caption using References > Insert Caption. After creating the figure name or title, hit Enter and create the description/narrative language about the figure as a second paragraph, using another style. Now you have these two paragraphs: Figure 1-1. Organization Chart. Our Organization is flat, with direct lines of communication to the … Continue reading A Microsoft Word feature you will love!

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