BTS: Creating a WINNING Proposal Against an Aggressive Competitor

A couple years into consulting, I had a client approach me who was concerned about a very aggressive competitor who was pursuing a contract that my client had held for ten years. The contract was a huge part of their business, and the competitor had been doing all of the right things to win over the customer–holding frequent meetings, conducting demos, meeting with all types of stakeholders, etc.

My client knew that if they didn’t create an outstanding proposal, they might lose the contract and have to rework their business.

The Proposal Writing Secret Used by Your Top Competitors

The sales process is fraught with challenges.

From securing a meeting with an ideal client to determining the best pricing to creating a winning proposal, there always seems to be just one more step to be completed before contracts are signed.

But when it comes to sales, there is one secret that nearly every successful company uses:

4 Traits of Successful Executive Summaries

Executive Summaries are one of the most dreaded RFP sections. How do you summarize an entire proposal in just one page? (You don’t.) Will it even be read?

But once you figure out how to write Executive Summaries, they will likely become your favorite section! This part of the proposal is often the most read, and because of that, it requires a little more creativity and focus than other parts of the proposal. To help you on this journey, check out the four key traits of successful Executive Summaries below.

How to Compete with Large Companies

When you’re a small company bidding on a project, you sometimes find yourself up against the big players. It may seem hopeless when they have seemingly endless resources available to them, but many procurement teams look for ways to work with small businesses. There are ways to position your company to help you to win the larger projects even when a big company is competing against you.

Proposal WritingDemi UtleyOctober 19, 2021competition, proposal writing, proposal strategy, Proposal Writing

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