Tag Archives: Procurement
Excel Templates, Procedure Writing, Proposal Writing
Are Your Proposals Hitting the Mark? How to Calculate and Improve Your Success Ratio
Apr
You and your team pour hours, days, sometimes weeks into crafting detailed proposals. You hit submit, cross your fingers, and wait. Sometimes you win, sometimes you lose. But do you actually know how often you’re successful? When I ask clients, ‘What’s your win rate?’, I often get answers based on gut feelings or recent memory – “We win a fair few,” or “We lost a big one last month.” Relying on anecdotes isn’t a strategy; it’s flying blind, hoping for the best without truly understanding your performance.
Dan Safford‘s excellent series on proposal writing stresses that, “Proposals that get the deal aren’t written to win, they are written “not to lose.” This weeks tutorial includes a checklist that shows the top items critical to making sure your proposal does not get eliminated. He adds that, “This was based on a large survey […]
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