Articles tagged with : responsive

7 steps from good to great proposals

A win doesn't always mean what you submitted was the best it could be

We all strive to write great proposals and often pat ourselves on the back when our proposals win. Each victory fills us with pride and reassures us that we’re writing great proposals, but that’s not always the case. Great proposals frequently lose on price, and poorly written proposals win when competition is limited or the bid price is low. Because of this, victory is not always a good indicator of proposal quality. All great proposals have seven essential attributes, and you can use these attributes to measure the quality of your proposal. Once you make it a practice to measure these attributes, you’ll be surprised at how quickly all of your proposals improve. To be a great proposal, a proposal must embody the following: 1. Compliant structure – First and foremost, the proposal must be structured to comply exactly with the request for proposals (RFP) instructions and attachments, thereby making...

Continue reading...

6 quick fixes that will improve your company’s win rate

We’re frequently asked how to improve a company’s overall win rate, and I outlined these in the article I wrote in my January 2012 column “How to Raise Your Win Rate by 20 percent” using our seven-factor model. Since then, we’ve been surveying companies to see how well they perform in these seven factors and to identify areas where companies can make immediate improvements. In this article, I’ll share some of the survey results and show you immediate actions you can take to help raise your company’s overall win rate. In February and March 2012, we conducted two surveys – one with the Association of Proposal Management Professionals and the other with the Deltek GovCon team. The surveys asked proposal managers, capture managers, and business development professionals to rate how well their companies performed in each of the seven factors. We used 28 questions in the survey to measure performance...

Continue reading...

6 ways your proposal can fail – and how to avoid them

I received a call from a mid-sized large business that had submitted a proposal for IT services and had just learned their proposal did not make competitive range. They were irate and wanted to protest, alleging that the government had not fairly evaluated their proposal. They had hired a proposal consultant, spent lots of money developing their proposal, and were assured their proposal was professionally done. Before filing the protest, the company asked me to review their proposal. Here’s what I found when I did the review and what I told them. Professionally developed proposals always have the same characteristics — they are compliant, responsive, compelling, and customer focused. They present a solution that is easy to evaluate and score well — and they are aesthetically attractive. I used each of these criteria while reviewing this company's submission. Compliance The proposal’s structure is expected to follow the request for proposal’s (RFP)...

Continue reading...