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September 2009

Keep It Together: Thoughts on Proposal Binding

by Chris Arlen

Service contractors have their reasons for choosing how their proposals are bound. Customers receiving those proposals have other needs. So, beyond keeping 100s of proposal pages from littering the floor, what’s the [...]

click to continue → September 24, 2009

Top 5 Reference Killers

by Chris Arlen

Reference selection for a proposal can be like nitroglycerin – choose the wrong ones and start looking to the next bid because you’ve just obliterated this one. Who would have thought your [...]

click to continue → September 17, 2009

Self-Inflicted Proposal Wounds – It Shows

by Chris Arlen

Service contractors can work long and hard, sometimes years, to get on customers’ bid lists. Yet when the Request for Proposal (RFP) finally arrives, contractors submit proposals that cripple their chances to [...]

click to continue → September 10, 2009

4 Lessons Learned to Significantly Improve Sales

by Chris Arlen

If asked, most service contractors would say they want to improve sales. But improving sales means changing something; the proposal, presentation, or even one’s thinking. Improvement is change. Change is difficult (healthcare [...]

click to continue → September 3, 2009