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December 2006

Where Relationships Fail Proposals

by Chris Arlen

In looking at my first two articles, I wondered why so much focus on proposals. This is what I came up with: 1) Revenue begins and ends with a contract 2) Contracts [...]

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Revenue On Track? Check Leading Indicators!

by Chris Arlen

In our last post we looked at measuring proposal success. But it takes time to get on bid lists and work through the proposal process. It can take months, even years. We [...]

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How Do You Measure Proposal Success?

by Chris Arlen

Revenue comes from securing contracts, which makes winning bids a leading indicator of business health. That’s why we measure proposal success in the first place. Typically proposal success is measured as new [...]

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