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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. [...]

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 [...]

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 [...]

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 [...]

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 [...]