10 Downtime Activities for Proposal Writers

Proposal writing is time-consuming work, often with 16-hour days, nonexistent weekends, and deadline-driven chaos. Add in the effects of staffing shortages and industry fluctuations, and many writers have only occasional—and brief—lulls in workload. [...]
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101 Bad Business Buzzwords (And Why to Avoid Them)

Today’s marketing and proposal materials are littered with important-sounding words that have no real value. Seamless, top-notch, world-class, laser-focused, and best of breed: we’ve all been guilty of using terms like these in place of meaningful [...]
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Nine Steps to More Effective Business Emails

Email communication is a key part of nearly every project, client relationship, and business development effort. In fact, according to a study by the Radicati Group, this year the average corporate employee will dedicate 28 percent of each workday to email, [...]
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The Ultimate Proposal Editing Checklist

Proposals are important. And with a growing focus on procurement transparency, a high quality proposal can mean the difference between a big win and an almost-was. So it’s no surprise that organizations are evolving, employing proposal specialists and [...]
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Two Common Sales Presentation Mistakes

Sales presentations are stressful. You dedicate countless hours to performing research, cultivating relationships, and crafting a stellar proposal—all for one chance to shine before your prospect’s decision-makers. It’s nerve-wracking stuff, and [...]
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Three Steps Prospects Take to Evaluate Your Proposals

Ever heard of a Red Team review? If not, here’s the deal: It’s basically a mock proposal evaluation, done to predict how the customer will score your document. It happens after draft completion and before production/submission, complete with checklists, [...]
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Four Quick and Easy Ways to Make Proposals More Persuasive

Reality check: Proposal evaluators don’t care about your company. Really. They’re not mean, they’re just busy, so they don’t want to comb through pages and pages of content about you: your company history, experience, qualities, and products/service [...]
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Five Steps to Clearer Business Writing: The Bob Vila Edition

Clear, straightforward business writing can do a lot: get you hired, get you promoted, save you time, make you money, and save you money. Lots of money. Think we’re exaggerating? Think again. Researchers at the Naval Postgraduate School in Monterey found [...]
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Six Things Proposal Evaluators Love (Other than Puppies)

After last week’s entry, you might think that people who evaluate sales proposals live a frustrating life. You might be right. But while there are lots of things that annoy an evaluator, there are things that can make even the most jaded evaluator all [...]
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Seven Things Proposal Evaluators Loathe (Other than Fruitcake)

Do you ever think about the time it takes for a prospect to read and evaluate one of your company’s proposals? You should, because it’s a lot. Add in each of your competitors’ submissions, and we’re talking a major chunk of their schedule. So [...]
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