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Three Common Problems to Avoid When Leveraging Reuse Material

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We’ve all been there. We’re busy, strapped for time, and these RFP requirements look just like the requirements of the proposal we submitted last week. Let’s just repurpose that content and we’ll be golden, right?While this might seem like a great strategy, repurposing content can lead to some pretty embarrassing blunders if you don’t do a proper scrub of the material first. Reusing content can certainly be a great starting point, but be sure to watch out for these three common pitfalls that can quickly turn off your evaluators.Problem 1: You Don’t Sufficiently Scrub Out the Previous Customer’s NameIf you’re using reuse material, it’s so critical to scrub out the previous customer’s name. This seems simple enough, but I see this problem so frequently with teams that consistently reuse proposal content. Leaving in the wrong customer name is such an easy way to turn off evaluators from selecting you and your team. First, you’ve offended them by calling them by the wrong name. Second, th…

How Making Proposals Easy to Score Will Improve Your Win Rate

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Six weeks ago, I had the pleasure of presenting a webinar dissecting six key tactics to help improve your win rate. These tactics include:Applying a thorough strategy in the opportunities pursuedStarting pursuits earlier to gain an understanding of the customer and competitive landscapeDocumenting the intelligence gained from the business development and capture stagesApplying rigor in the bid decision processMaking your proposals easy to scoreConducting lessons learned so you can understand where you are doing well and where you need to improveIn this week’s article, I do a deep dive into one of those critical tactics: making your proposals easy to score. Understanding Proposal EvaluationBefore we can really understand how to make proposals easier to score, we have to understand how proposals are being evaluated. The first thing to understand is that proposals are typically first reviewed for compliance with the requirements as outlined in the proposal instructions. Next, the proposa…

How Documenting Capture Intelligence Will Improve Your Win Rate

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Five weeks ago, I had the pleasure of presenting a webinar dissecting six key tactics to help improve your win rate. These tactics include:Applying a thorough strategy in the opportunities pursuedStarting pursuits earlier to gain an understanding of the customer and competitive landscapeDocumenting the intelligence gained from the business development and capture stagesApplying rigor in the bid decision processMaking your proposals easy to scoreConducting lessons learned so you can understand where you are doing well and where you need to improveIn this week’s article, I do a deep dive into another one of those critical tactics: documenting the intelligence gained during the business development and capture phases. Capture Planning One of the biggest downfalls I see with the capture process (other than skipping the capture phase completely) is a lack of capture documentation. Once the company decides to pursue a potential opportunity, the capture manager needs to be diligent in docume…

How Applying Rigor in Your Bid Decision Process Will Improve Your Win Rate

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Four weeks ago, I had the pleasure of presenting a webinar dissecting six key tactics to help improve your win rate. These tactics include:Applying a thorough strategy in the opportunities pursuedStarting pursuits earlier to gain an understanding of the customer and competitive landscapeDocumenting the intelligence gained from the capture or sales stageApplying rigor in the bid decision processMaking your proposals easy to scoreConducting lessons learned so you can understand where you are doing well and where you need to improveIn this week’s article, I do a deep dive into one of those critical tactics: applying rigor in your bid decision process.Make Smart Bid DecisionOne key reason win rates may be low is that the company is making poor bid decisions. This is a hard one for many companies because it is so difficult to ignore the sunk costs that have gone into a pursuit; however, smart organizations will not discount the opportunity costs of developing and submitting a proposal with…

How a Solid Pursuit Strategy Will Improve Your Win Rate

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Three weeks ago, I had the pleasure of presenting a webinar to the APMP Maple Leaf Chapter. In this webinar, I dissected six key tactics to help improve your win rate. These tactics included:Applying a thorough strategy in the opportunities pursuedStarting pursuits earlier to gain an understanding of the customer and competitive landscapeDocumenting the intelligence gained from the capture or sales stageApplying rigor in the bid decision processMaking your proposals easy to scoreConducting lessons learned so you can understand where you are doing well and where you need to improveIn this week’s article, I do a deep dive into one of those critical tactics: applying a thorough pursuit strategy.Win Rate vs. Capture RateBefore we discuss the pursuit strategy in a bit more detail, I wanted to touch on win rats vs. capture rates. Win rates are calculated by taking total opportunities won and dividing by total opportunities pursued, while capture rates are the total dollars won by the total …

How Starting Earlier Will Improve Your Win Rate

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Two weeks ago, I had the pleasure of presenting a webinar to the APMP Maple Leaf Chapter. In this webinar, I dissected six key tactics to help improve your win rate. These tactics include: Starting pursuits earlier to gain an understanding of the customer and competitive landscapeApplying a thorough strategy in the opportunities pursuedDocumenting the intelligence gained from the capture or sales stageApplying rigor in the bid decision processMaking your proposals easy to scoreConducting lessons learned so you can understand where you are doing well and where you need to improve.
In this week’s article, I do a deep dive into one of those critical tactics: starting earlier.
Opportunity Lifecycle One reason it’s important to start earlier is that it enables you to implement long-term planning surrounding your growth and pursuit strategies. Long-term planning provides corporate awareness of upcoming opportunities aligned with strategic goals. By targeting opportunities that meet strategic g…

Why You Should Conduct Lessons Learned After Each Proposal

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On Monday, I had the pleasure of presenting a webinar to the APMP Maple Leaf Chapter. In this webinar, I dissected six key tactics to help improve your win rate. These tactics include: Applying a thorough strategy in the opportunities pursuedStarting pursuits earlier to gain an understanding of the customer and competitive landscapeDocumenting the intelligence gained from the capture or sales stageApplying rigor in the bid decision processMaking your proposals easy to scoreConducting lessons learned so you can understand where you are doing well and where you need to improve.
In this week’s article, I do a deep dive into one of those critical tactics: conducting lessons learned.
Conducting Lessons Learned Conducting lessons learned is a critical part of the business development lifecycle because it helps companies to understand where they are excelling and where they can improve. This is why following each proposal submission, it’s so important for the team to capture lessons learned. So…