Blog index

Thanks for checking out our blog index.

We blog weekly with ideas to help proposal teams increase their success.

This index contains links to posts from recent years. Ways to use the index:

  • Scan posts indexed by themes that interest you
  • Start with the first post of each year (top row), which contain links to our faves
  • Jump to one or more How-to posts (see H-T column) for hands-on tips
  • Read some posts with interesting titles

Good luck—and please sign up for our monthly summary via email.

Posts are indexed under these themes:

Understanding:   Gathering critical info on projects and prospects
Strategy:   Differentiating your company, team and solution
Management:   Ensuring proposals are complete, on message and on time
Writing:   Achieving clarity and consistency across all sections and writers
Visualization:   Using graphics to sell your solution and differentiators
Design:   Making your proposals look great and easy to navigate
     

NOTE: How-to posts include steps for accomplishing proposal tasks

Key to column headings:

U =
Understanding the prospect and project
S =
Proposal strategy
M =
Process management
W =
Writing
V =
Visualization
D =
Design and layout
H-T =
How-to post with step-by-step instructions

2018 Posts

U

S

M

W

V

D

H-T

Favourite posts of 2017
Proposal Basics: Strategy          
Basics: SME Alignment        
Basics: Management      
Basics: Executive buy-in          
Bidding vs. Marketing          
Pre-RFP Discovery        
Developing large prospects        
Analyzing prospect needs          
Understanding differentiators        
Finding your differentiators        
Developing differentiators      
Expressing differentiation  
Proposal win-loss reviews      
Making FOI requests        
Evaluating rival proposals      
Improving your proposals        
Understanding evaluators        
Information architecture      
Planning for consistency        
Managing content drafting        
Editing for evaluators      
Focus rebids on the future        
Stress capability in rebids      
Highlight transition ease      
Start rebid planning eartly         
Critical Point: Pre-RFP       
Critical Point: Bid/no-bid      
Critical Point: Strategy      
Critical Point: Kickoff          
Critical Point: Red Team review          
Taboo subject: Service Issues      
Taboo subject: Pricing        
Taboo subject: Risk      
Taboo subject: Competition      
Developing content prompts        
Managing early drafts          
Structural editing      
Copyediting proposals        
Understanding prospects        
Profile: Economic buyer        
Profile: Technical buyer        
Profile: User buyer        

   

Key to column headings:

U =
Understanding the prospect and project
S =
Proposal strategy
M =
Process management
W =
Writing
V =
Visualization
D =
Design and layout
H-T =
How-to post with step-by-step instructions

2017 Posts

U

S

M

W

V

D

H-T

Favourite posts of 2016  
Getting past normal        
Take advantage of repeat RFPs        
Managing reference projects        
Avoiding clutter in proposals        
Competitive Solutions Matrix      
Vendor Comparison Matrix          
Structuring case studies        
Free proposal writer's guide          
Cover letter mistakes        
Attention-grabbing cover letters      
Cover letter vs. executive summary      
Writing executive summaries      
Proposal kickoffs: 1. Goals            
Proposal kickoffs: 2. Prep      
Proposal kickoffs: 3. People          
Proposal kickoffs: 4 Agenda          
Using section storyboards      
Great visuals on low budgets          
Visualizing with flowcharts        
Cooking up meatball charts        
Easy callout graphics          
Proving your claims        
Avoiding credibility killers        
Selecting key individuals        
Key individual resumes        
RFQ Basics          
RFQs: Proving capability      
RFQs: Showing alignment      
RFQs: Achieving single voice  
Owning the RFP        
Managing compliance          
Managing structure (ATOC)          
           
       
     
       
Bid/no-bid decision summaries        
Win-loss reviews        
Win-Loss interviews  ♦      
Win-loss review reporting      
Win-loss review analyses      
Risks of rebid complacency            
Antidotes for complacency           
Blue Team reviews      
Black Hat reviews      
Chasing search-and-replace        
Re-using proposals      
Pre-building content      

   

Key to column headings:

U =
Understanding the prospect and project
S =
Proposal strategy
M =
Process management
W =
Writing
V =
Visualization
D =
Design and layout
H-T =
How-to post with step-by-step instructions

2016 Posts

U

S

M

W

V

D

H-T

Best posts of 2015  
Justified vs. left aligned text          
Listen to your writing        
Beyond client satisfaction            
Sell your processes        
Making bid/no-bid decisions          
Bid/no-bid--Prospect factors        
Bid/no-bid--Project factors        
Bid/no-bid--Competitive factors        
Bid/no-bid--Internal factors        
       
Copyediting proposals        
Benefits of standardized content        
Standardizing resumes/project sheets        
Standardizing plans        
Standardizing visuals        
Copyediting best practice        
List editing tips          
Captions that sell        
Using callouts        
Death to the passive voice        
Beyond compliance          
Responsiveness        
Positioning your offer        
Keeping strategy in focus        
Economic buyer value propositions      
Technical buyer value propositions      
User buyer value propositions      
Using Value Propositions in Proposals      
Including experience and performance      
Describing relevant experience      
Demonstrating past performance        
Experience and performance in rebids      
Informal proposal basics          
Informal proposal modules 1      
Informal proposal modules 2        
Visuals for informal proposals        
Managing writers          
Communicating strategy      
Tools and frameworks for writers        
Daily proposal writer management        
Using a compliance matrix          
Getting the coach's nod          
The RFP contender spectrum          

    

Key to column headings:

U =
Understanding the prospect and project
S =
Proposal strategy
M =
Process management
W =
Writing
V =
Visualization
D =
Design and layout
H-T =
How-to post with step-by-step instructions
Team leadership roles          
Proposal Coordinator Role          
Managing the little things          
Discriminator-centred strategy          
Writing that sinks proposals            
Capture planning        
Bid/no-bid decision—the opportunity          
Bid/No-bid Decision—Strategic issues          
Consistent presentation        
Using style guides        
Turning issues into strategy          
Winning the presentation stage          

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