By Kenneth S. Merwin Nearly every proposal I manage comes into production over the maximum page limit. Sometimes by a little, but often by a lot. So, what to cut? Every word was written and reviewed with care. The messaging is there. The content is great. The team must decide. But where to begin? There… Read more »
Judge excess content carefully and cut first, polish later!By Ken Merwin Proposal page limits are fixed, or are they? Every Government request for proposal I read has a fixed page limit. If they didn’t, proposals would be hundreds of pages long, filled with useless data. However, the proposal team must allocate the Government’s page limit… Read more »
How much should I charge my client is an often-asked question. By Ken Merwin and Steve Canerossi Congratulations! You decided to quit your day job and become a full-time freelance proposal writer. You have a skill set that is in demand. You have commitments from several prospective clients that want to hire you. They agree… Read more »
The words the audience hears is as important to understanding as the speaker’s presentation style. I read a dozen articles every week on how to be a better communicator. They revolve around some version of using words that are clear, coherent, cogent, and concise. Use great words with a great presentation, and you are sure… Read more »
An introductory clause sets the stage, but… When you write like this, you are using an introductory clause (or phrase). It’s a method to introduce an idea and set the stage for the point you are trying to make. We think this way, so we instinctively include the introductory clause when we write. But, when… Read more »
Great Proposal Infographics Position Your Proposal for the Win. Most of reviewers need visual references to guide them through a proposal. Page after page of densely packed proposal text is difficult to read and hard to evaluate. Proposal infographics can present information, break-up long sections of text, and improve win probabilities. They can range from… Read more »
You leave evaluators guessing at the viability of your solution without strong proposal central graphics. A common question I get is, “What are proposal central graphics and why do I need them?” A good friend, explained it best. He told of the time he put the pieces of a jig-saw puzzle on a table without the… Read more »
Do you have good listening skills, or is your customer hoping the meeting will just end? Meeting with your customer is an important step in writing a winning proposal. You want to make the most of these meetings. You need to leave with an understanding your customer’s requirements, hot buttons, and budget. You want to get feedback on your potential solution,… Read more »
Win Proposals in 2016 Is your New Year’s resolution to win proposals in 2016? Is your current process failing to produce the desired win rate? It is not enough to wish for more wins – you need a plan. Follow these five steps to achieve your resolution to win more proposals in 2016. Qualify Your… Read more »
To bid, or Not to Bid Requires a Well-founded Decision Process One of the first questions all stakeholders ask is, “bid, or not to bid on this opportunity?” Since you cannot win if you do not bid, the pressure to say yes is high and often the expected answer is yes. However, you want your bid… Read more »