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
   

2020 Posts

U

S

M

W

V

D

H-T

Round-up of 2019 posts
Setting direction for writers        
Using style guides        
When to use passive voice        
Cover letter blunders        
Writing great cover letters      
Cover letter vs exec summary      
Writing executive summaries      
Using section storyboards      
Great visuals, small budgets          
Visualizing with flowcharts        
Using meatball charts        
Visuals for informal proposals        
Proposal kickoff goals            
Proposal kickoff preparation      
Proposal kickoff participants          
Proposal kickoff agenda          
Avoiding a lazy rebid          
Start rebid prep now        
Rebid discovery tips        
Rebid team preparation      
Mastering the RFP          

    

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

2019 Posts

U

S

M

W

V

D

H-T

Favourite posts of 2018
Experience and performance      
Defining relevant experience    
Demonstrating performance      
Standardizing content        
Resumes and project sheets        
Plans and approach sections        
Standardizing visuals      
List editing tips          
How to write captions that sell        
Writing effective callouts  
Writing clearer narratives          
Making bid/no-bid decisions        
Bid/no-bid: Familiarity factors      
Bid/no-bid: Competition      
Bid/no-bid: Internal factors        
Free bid/no-bid decision tool        
Informal proposal basics          
Informal proposal modules    
Informal proposal content    
Informal proposal selling        
Win-loss reviews        
Win-loss interviews      
Win-loss review reporting    
Win-loss review analyses      
Managing large narratives        
Preparing narrative writers        
Pre-Red Team management        
Managing a Red Team review        
Managing the final stretch        
The importance of price        
Pricing executive summary        
Defending your price      
Positioning your price        
Managing compliance      
Showing responsiveness        
Positioning your offer      
Visualizing key messages        
Proposal design basics          
Proposal body style          
Proposal heads and subheads        
Managing proposal graphics      
Understanding RFQs          
Showing capability      
RFQs: Ability to stay aligned      
RFQs: Expressing one voice  
Building strategy on issues        
The RFP contender spectrum          
Getting the coach's nod          
Managing the small stuff          

          

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      
Ghosting your competition      
Developing content prompts        
Managing early drafts          
Structural editing      
Copyediting proposals        
Understanding prospects        
Profile: Economic buyer        
Profile: Technical buyer        
Profile: User buyer        
Managing sales discovery      
Economic buyer value props      
Technical buyer value props      
User buyer value props      
Using value props in bids      
Writing strategy statements          
Capture planning        
Presentation stage tips          

   

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

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