Business development metrics offer insights into your business that help you maximize your growth and success. For example, your win rate has a major impact on how many opportunities you need to qualify, capture, and bid on to make your target revenue goals. If your...
Finding the opportunities starts with identifying your ideal set of customers through market research who buy what you sell, and who have money to buy. You first need to define the profile of your ideal opportunity. Here are some of the parameters you could use:...
Win Themes are pithy, memorable phrases in a proposal that tell the Government customer exactly why they should choose you — not your competitors — for a contract. Win Themes explain the benefits you can bring the customer through your solution, and they’re supported...
Part of persuasion is getting people to understand your point of view. It is convincing someone that what you’re saying is true and that they should do what you suggest. With proposals, you don’t have the advantage of being face to face with your customer. You can’t...
A proposal kickoff meeting is arguably the single most important event of the entire proposal schedule. It can set a Proposal Manager and his team up for success or failure on a bid. If you botch the kickoff, your team will leave the meeting without a clear plan, and...
