Articles tagged with : BD

Using “Send Personally” in BD and proposals

The right tool can save you precious time—and Send Personally is a hidden gem to save time when composing emails

Technology has increased the capacity for what we can do in proposals, but with the plethora of new tech coming out, it’s hard to keep up and sometimes great products fail to garner national attention. In this post, I’m featuring one application that isn’t widely known, but could save you time in business development (BD) and proposals. Send Personally, a plug-in for Microsoft Outlook, allows you to compose one email with several recipients in the “To” field and Outlook will send an individual version of that message to everyone in the “To” field. For instance, you could write an email about an upcoming deadline to John, Sally, and David. When you click “Send Personally,” Outlook will send three identical emails: one each to John, Sally, and David. If you want to add a personal touch, you can set the email to include a greeting with the name associated with the...

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20 ways to reduce B&P costs and still win

Washington Technology Article

Many companies have experienced flat or declining sales in the prior year and, consequently, are dealing with reduced bid and proposal (B&P) budgets this year. This begs the question, can proposals be written in a less-costly way without reducing win rates? Obviously, we can reduce proposal costs, but many cost-reduction initiatives cause win rates to plummet. To find out why proposals cost too much, I asked our proposal consulting team to share their insights. Since this team works on the front lines of about 400 proposals per year, I was sure they could offer valuable insight into why costs are too high and what companies can do to reduce proposal costs without lowering win rates. Here are some of the reasons we found that proposal costs are higher than they should be. False starts Some companies fail to review the RFP before starting their proposal. In these instances, they kick...

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