By Chris Simmons, Rainmakerz Consulting A winning proposal is all about standing out from the competition by capturing the attention and the imagination of proposal evaluators. Compliant and compelling proposal themes can make the difference between winning and losing your…
By Colleen Jolly, PPF.APMP Have you ever felt compelled to do something? Like spending more time or money than you intended? Do you want to learn how to influence your customer's buying decisions in formal and informal proposals and presentations…
By Kristin Dufrene, APF.APMP - Vice President, CACI and Ali Paskun, AF. APMP - Director, CSC Everyone is familiar with the terms “win rate” (based on proposals submitted) or “capture rate” (based on revenue bid), but it can be difficult to quantify these…
By Carl Dickson, CapturePlanning.com and PropLIBRARY.com I’ll give you three hints: It’s the most frequent cause of the proposal death spiral, that cycle of endless rewrites that are never good enough and only end because there’s a deadline, resulting in…
By Carl Dickson, CapturePlanning.com and PropLIBRARY.com This is an article about doing proposals The Wrong Way. That is what you have to do when you are required to submit a proposal your company is not prepared for and you don’t…
By Carl Dickson, CapturePlanning.com and PropLIBRARY.com Is it the statement of work? The evaluation criteria? The pricing model? Those are all important, but if you want to win there is something about an RFP that is even more important. The…
By Carl Dickson, CapturePlanning.com and PropLIBRARY.com When the customer receives your proposal, what will they think? Nearly all the proposals I review are written about the company submitting the proposal. Is that what the customer wants to see? I can’t tell you how…
Michelle A. Borkin, Student Member, IEEE, Azalea A. Vo, Zoya Bylinskii, Phillip Isola, Student Member, IEEE, Shashank Sunkavalli, Aude Oliva, and Hanspeter Pfister, Senior Member, IEEE Fig. 1. Left: The top twelve overall most memorable visualizations from our experiment (most…
Before you can influence the RFP or gain pre-RFP customer insight, you have to make contact with the right people By Carl Dickson, CapturePlanning.com and PropLIBRARY.com It can be difficult to find the right person to talk to at big…