Posts tagged proposal strategy
Types of Proposal Writing Training

While we share tons of free information on our blog and YouTube channel, sometimes you need a bit more detail to help put some ideas into practice. Whether you’re brand new to proposals or looking to expand your existing skillset, there are plenty of trainings out there to help you grow. 

Below is a compilation of a few different types of training that are perfect for proposal writers.

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Your Most Common Proposal Challenges (and how to solve them)

Juggling RFP deadlines, stakeholder feedback, and customer questions can make it difficult (if not impossible) to reflect on your proposal approach and ways you can improve. To help you on this journey, we’ve compiled a few of the most common proposal challenges and steps you can take to solve them. 

If your challenge is…

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The Simplified Shipley Process

One of the most recognized proposal processes is the Shipley Proposal Process. The Association of Proposal Management Professionals (APMP) recognizes Shipley as a top process and offers certification on it.

While it is an excellent process used by many major organizations, for some smaller teams, Shipley can be overkill. If your team consists of only a handful of people (or maybe even just you) and you respond to fairly simple RFPs, then the full process may cause more pain than benefit. 

That’s why we follow a simplified version to reap the benefits without having to fill out a robust team with more meetings than are needed.

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BTS: Creating a WINNING $400M Proposal

We talk a lot about proposal techniques and strategies, but today I’m sharing a little behind-the-scenes to show you how some of this can look in practice. 

Today we’ll be covering a $400 million proposal that I led and won. This can give you some insight into what to expect as you pursue larger and more competitive RFPs.

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What is a Proposal Strategy Meeting (and why you need it!)

When a customer asks you to send a proposal–whether it’s for an RFP or not–it’s easy to jump ahead to pricing and slap together a basic overview for your proposal.

But taking a moment to pause and think through your strategy can be the difference between winning the contract…or not. 

That’s where the Strategy Meeting comes in. 

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5 Proposal Rules I Love to Break

When you search for proposal tips, you’ll find endless lists of rules to follow and recommendations on how to write your proposal. While all of these rules are full of good intentions and will make your proposal stronger, there are a few that you can maybe ignore. 

Here are the top 5 proposal “rules” that I love to break.

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Why I Use Excel to Manage RFP Responses

When an RFP lands on your desk, the first thing you do is open it up and start searching for everything needed to respond and win the project.

As you scroll through the document, you see requirement after requirement, questions followed by more questions, and a seemingly endless compilation of forms to be sent in with your proposal.

By this point you start to wonder, “How am I going to remember all of this?”

If you’ve ever been in that situation, then this post is for you!

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Why your proposal needs MORE information (and what to cut out)

A top concern for many sellers is keeping proposal content clear, direct, and to the point. While clear and concise proposals are essential for selling, if you keep your proposal too short, you might be leaving out key information that can help you sell. Read on to learn key information to add to your proposals, and what you should remove.

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Two Writing Techniques that Persuade Buyers

Like any type of persuasive writing, proposal writing performs best when key persuasive techniques are used. Many companies fall into the trap of outlining a black and white proposal that details their offering without focusing on how to actually sell within the proposal.

If you find that your proposals aren’t performing as well as you like, these two persuasive writing techniques can help your content better resonate with the buyer and result in more projects.

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Should I Hire a Proposal Writer or Do It Myself?

There comes a point for every B2B business where you have too many proposals on your plate and not enough time to do them all. The natural next question is: Should I hire a proposal writer or keep doing this myself?

If you’re struggling with that question now, let’s take a look at your options to determine what is a best fit for your company.

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Am I ready to respond to government RFPs? Answered.

Winning a new government contract can dramatically boost revenue for many small businesses. In order to win those contracts, however, you often have to go through the government procurement process, which means responding to RFPs. If you are struggling to determine if you’re ready to start responding to government RFPs, read on for a few key questions to ask to determine your next step.

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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.

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4 Questions to Ask to Determine Your Key Differentiators

Many times, when you are creating a proposal, there is most likely at least one other competitor who is submitting a proposal at the same time. The competitive nature of proposals, especially in response to RFPs, makes it essential that your content highlights why your company is the best choice for the project.


Coming up with these differentiators can be difficult, however. Fortunately, there are a few questions you can answer to uncover just why your company is the best fit for a project. Read on to learn more.

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