From the RFP Stack: How to Format Text-Only Responses
Welcome to the RFP stack. It’s the pile of customer requests for proposals that B2B contractors cue up by date to complete and submit by the RFP deadlines. And it can be daunting. For B2B [...]
RFPs From the Unthinking: 3 Common Failings in RFP Development
Now that’s a little harsh. But if you’ve ever had to write a sales proposal responding to a badly written Request for Proposal (RFP) you’ll know where the sentiment comes from. [...]
Side-by-Side Competition
There’s always competition for service contracts*. You’d think contractor proposals were written with that in mind. Alas, not so often. During an RFP process Procurement will pull [...]
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 [...]
The Million Dollar Prep
This preparation is for contractors seeking to win a facility service contract of $1 million dollars annually, or more. Why a million? Just a nice number to say a contract opportunity is worth [...]
Uneven Specifications: Bidding on a Level Field
As service contractors, we often hear customers telling us they’re bidding “apples to apples” and on a “level playing field”. Those are noble ideas. Fundamental to [...]
