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How To Win More Business: Episodes

This is a continuation of the previous podcasts on developing a strategy. In this podcast, I’m focusing on Messages and Questions you should ask yourself. Messages Your proposal response strategy should include key messages that gain support from reviewers, points in the evaluation, and win the proposal. ...
This is a continuation of the previous podcasts on developing a strategy. In this podcast, I’m focusing on Themes, Hot Buttons and what the Client really wants. Developing a strategy for your response is one of the most important things you’ll do. Simply putting words on paper won’t get the ...
In my seminars and workshops, I always stress strategy as the most important element of a proposal. While there are many things that matter, a strategy can strengthen everything else. Instead of worrying about the weak link in your proposal, strengthen all the links. Successfully responding to a proposal ...
In this episode, which is part two of a 2 part series, I’m listing the last three of six key reasons your proposals may be losing. These are things I’ve seen done by companies in proposals I’ve helped evaluate for buyers or common problems I see when I start to help a company improve their [&#8230;]<p><a ...
In this episode, I&#8217;m listing the first three of six key reasons your proposals may be losing. The next episode will cover the second three reasons. These are things I’ve seen companies do in proposals I’ve helped evaluate for buyers or common problems I see when I start to help a company improve ...
In this episode, I’m covering some of the key skills required for a successful proposal. These aren’t all the skills needed and you don’t have to have them yourself, but they are the fundamental ones you must included in your team. Subject Matter Expert To write an effective proposal response, ...
In this episode, I’m listing 15 real-life mistakes others have made writing their RFP proposals. This comes from proposals that I’ve personally reviewed, either for a buyer or as part of my proposal support to bidders and are all traps you should avoid. These are the things you should avoid: The ...
In this episode, I’m switching from a focus on the client to focusing on you, with critical questions you need to ask yourself while you write your proposal. Very often, proposal writers are often so focused on the mechanics of responding to the proposal, assembling all the information, getting agreements ...
In this episode, I’m covering an important topic that is sometimes hard to do – put yourself in your client’s shoes and write your proposal from their perspective. An effective proposal is written from the client&#8217;s point of view. By doing this, you will develop information and write it so ...
In this episode, I’m covering Ghosting, a technique you can use to trash your competition without naming names. You write a proposal to demonstrate that you’re better than your competitor, but it&#8217;s not appropriate to say negative things about your competition or their services. I use the term ...
This is the last installment of my series on the 12 step process from my book. Last time, I discussed Step 10 &#38; 11 – document control and integrating material. In this episode, I’m finishing the series with step 12, production &#38; delivery Even for small projects, production and delivery need ...
This is Part 7 of my series on the 12 step process from my book. Last time, I discussed Step 9 – Developing your project plan. If you missed it, visit my website. In this episode, I’m continuing the series with step 10 and 11, document control and integrating material. For a proposal with multiple ...
This is Part 6 of my series on the 12 step process discussed in the book. Last time, I discussed Step 8 – Using Style Sheets. If you missed it, visit my website. In this episode, I’m continuing the series with step 9 about developing your project plan for a smooth and on-time proposal.No matter [...]<p><a ...
This is Part 5 of my series on the 12 step process from my book. Last time, I discussed Step 6 and 7 – Your Service Solution and your Management Solution. If you missed it, visit my website. In this episode, I’m continuing the series with step 8, which is using a Style Sheet to [...]<p><a href="http://howtowinmorebusiness.com/wwp021-part-5-of-the-12-step-process-for-developing-rfp-proposal-responses-using-style-sheets/">WWP#021 ...
This is part 4 of the 12 step process you should use to develop a winning bid. In this part, I&#8217;m continuing the series with steps 6 and 7 which are your Service Solution and your Management Solution. Yes, they are different. Step 6 &#8211; Service solution Your service solution outlines how you&#8217;re ...
In an earlier blog, I listed the 12 step process you should use to develop a winning bid and in my last podcast, I talked about the Strategy Session and Kick-Off steps. If you missed it, visit my website. Now, I’m covering Step 5 – Pricing. While my book focuses on the written proposal response, ...
In an earlier blog, I listed the 12 step process you should use to develop a winning bid and in my last podcast, I talked about the Pre-RFP and RFP Review steps. If you missed either of them, be sure to read them. Now, I’m covering Step 3 – Strategy Session and Step 4 – [...]<p><a href="http://howtowinmorebusiness.com/wwp018-part-2-of-the-12-step-process-for-developing-rfp-proposal-responses/">WWP#018 ...
In my last blog entry, I talked about a 12 step process to ensure you don’t end up submitting a losing bid because you didn’t have a plan. If you missed it,  read the blog. In this and the next few podcasts, I’ll outline the 12 steps.Step 1 : Pre-RFP issue The more you prepare [...]<p><a href="http://howtowinmorebusiness.com/wwp017-12-steps-you-can-use-to-develop-your-rfp-proposal-response/">WWP#017 ...
The biggest mistake you can make is pretending negative issues or concerns the client may have about your organization, product or service don&#8217;t exist. No matter how much you think your company and your product or service is superior, you can assume there are people who don’t agree. Unfortunately, ...
Value-added is something you may see being requested in RFPs and if not, you’re likely trying to figure out how to provide it in your proposals. The simple question is what ‘value added’ really means and whether it will have material impact on your proposal.When it comes right down to it, so-called ...
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