Articles tagged with : proposal templates

Why show up if everyone else wants to run the proposal show? Ask the Proposal Doctor

Dear Proposal Doctor, All of a sudden, everyone on my team is obsessed with fonts and kerning and other aspects of desktop publishing. People who should be worried about the solution and the price are weighing in on the appearance of the document. Everyone has an opinion on the best color scheme, margins, headers, footers, and text boxes. Isn’t this my domain? Shouldn’t I have the final say on this? Why is everyone else trying to do my job? What is the point of my showing up for this proposal if everyone else wants to take control of these decisions? Feeling Powerless Dear Feeling, First, you are not powerless. One of my favorite quotations is from Eleanor Roosevelt, “No one can make you feel inferior without your permission.” You can – and should – do three things. First, as the proposal manager, it is fair that you ask for a...

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Using Best Practices to Build Your Production Battle Plan

You can win all of these battles but still lose the war if you do not succeed on the final task—producing and delivering the bid!

Contractors fight many battles during the war to win business with the government, from capture management and solutioning to finding key personnel. You can win all of these battles but still lose the war if you do not succeed on the final task—producing and delivering the bid! Briana Coleman provides sound guidance for developing your own production battle plan, taking you through the BD life cycle and discussing how to incorporate production into each phase. Using war stories from the industry’s leading editors, desktop publishers, graphic artists, and printing companies, she discusses best practices. Briana defines production elements (it’s more than just hitting print), discusses how to budget (time and money) for production and when to start, identifies key skills of the best production staffs, and tells how to begin contingency planning. Review comprehensive production checklists to help you develop your own winning production battle plan for your next bid....

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Ghosts or Hobgoblins? Proposal Ghosting Techniques

Wendy Frieman provides advice for using ghosting techniques to influence buying decisions

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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