Proposal rescue

Most firms today have employed either a formal or semi-formal proposal procedure, and even templates to make proposal development easier, faster and less of a drain on firm resources. Presented is a playbook for winning proposals. This includes: 1. Ask the difficult questions: qualifying/disqualifying/probing questions. 2. Ascertain industry knowledge and/or expertise. 3. Create a power proposal team and name a team leader. 4. Establish accountabilities: tasks, roles, timetable. 5. Reflect client focus versus firm focus. 6. Stand out and engage the readers: images and technology. 7. Cover the essentials: Address all requirements and expectations, and answer all RFP questions completely. You are now well-armed with the tools to prevent dangling proposals and prospects, and for turning danglers into winners.