Keep It Together: Thoughts on Proposal Binding
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 [...]
Top 5 Reference Killers
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 [...]
Self-Inflicted Proposal Wounds – It Shows
Sales reps can work long and hard, sometimes years, to get on customers’ bid lists. Yet when the Request for Proposal (RFP) finally arrives, reps submit proposals that cripple their chances [...]
4 Lessons Learned to Significantly Improve Sales
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 [...]
