Articles tagged with : Wendy Frieman

Ask the Proposal Doctor – Dying of Boredom

Dear Proposal Doctor, My team is dying of boredom, and I am afraid they will all quit. We haven't seen an RFP in over 3 months, and this is a hard-working proposal team that thrives on adrenaline. How can I keep everyone motivated? These dry spells are very hard to manage. -Dying Dear Dying, The proposal business is spikey and probably always will be. Periods of frantic activity followed by weeks of nothingness - this appears to be the new normal. Government procurements are now regularly delayed, and commercial acquisitions have their own form of quirkiness and unpredictability. The time in between proposals is incredibly valuable. This is the time to rest up, and then to sharpen the knives and get prepared for the next big surge. Here are some areas where all proposal teams can improve: Does your team really understand the products or solutions? This knowledge can be very...

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Ask the Proposal Doctor – Sick of Debating

Dear Proposal Doctor, Our team is in a pitched battle over the proposal outline, and until we resolve it, this proposal is going nowhere. The government's Section M evaluation criteria (different from what is in Section L) are stated in paragraph form with no numbering or lists or bullets. The paragraphs read like a stream-of-consciousness novel with little form or organization. They are repetitive. Yet some on our team want to take each phrase and make that phrase a heading in the proposal. If we had unlimited page count, this might make sense, but we don't. Should we organize according to Section L instructions and try to weave in the key words from Section M whenever possible? The endless debate and churn is cutting into the valuable time available to write and develop compelling graphics. How can we achieve closure? Soon! -Sick of Debating Dear Sick, Your question is a good...

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