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IMPROVING YOUR PROPOSAL SCHEDULE AND MILESTONE PLANNING Proposal schedules should be about more than just crossing off the items on your outline and counting the days until your deadline. Proposal schedules should be about whether you have achieved your goals and done the things necessary to win. In order to ensure those things get done, you need a Va HOW TO TAKE ADVANTAGE OF PROPOSAL LESSONS LEARNED People often hold lessons learned meetings after a proposal submission. In my experience, the most positive thing that comes from these is providing people a chance to vent and clear the air. If you really want to use these sessions to improve your proposal quality, you need to re-think how you c ROLES PEOPLE PLAY IN DEVELOPING A PROPOSAL Proposals responding to Federal Government RFPs can easily have 20-30 people working on them. It would be rare to do one with less than a half-dozen people involved. The following list shows why there are so many and what do they all do, to help you develop your proposal plan.This list is meant
WHAT IS A CAPTURE MANAGER? A capture manager is responsible for winning a business opportunity. The capture manager will probably not be the initial salesperson, but will get involved as a dedicated resource once a company decides to pursue a lead. The capture manager assigned will then oversee the opportunity pursuit thro SHOULD YOU WRITE THE EXECUTIVE SUMMARY FIRST OR LAST Should you write the Executive Summary first and build your proposal to support it, or should you write it last, as a summary of all the material developed in writing the proposal? There are good reasons for taking either approach, but which is best for you will depend on yourcircumstances and g
ALTERNATE PROPOSALS
As a part of Government solicitations, the customer will occasionally offer the option for offerors to submit an Alternate Proposal. My experience as a Proposal Manager tells me that this is rarely, if ever, a good idea, for the following five reasons: The customer has no resources to evaluate it WHAT TO EXPECT WHEN YOU ARE ASSIGNED THE ROLE OF CAPTURE Congratulations! You have the most challenging job in business development. It is also the most important. You must sell not only to the customer, but internally as well. You must know about the customer, the opportunity, the scope of work, project management, budgeting, pricing, contracting, pro THE REAL REASONS NOBODY USES STORYBOARDS ON PROPOSALS Storyboards are one of those things that everyone recommends as a best practice, but hardly anyone actually uses. They are typically implemented as a form, often on oversized paper, that people use to plan proposal sections prior to writing. Authors are typically asked to complete the storyboard CREATING WIN STRATEGIES AND THEMES Creating Win Strategies and Themes. When responding to an RFP with lots of requirements, it's easy to lose track of your message. Win strategies and themes are how your message makes it into the document. They are the difference between a proposal that is descriptive and a proposal that is persausive. Themes are how you sell in writing. WRITING A WINNING TRANSITION PLAN Writing a Winning Transition Plan. Transition Plans can be an important factor in determining who wins a proposal. If there is an incumbent, then they may not even need a transition period. If there is no incumbent, then if everything else is equal, the vendor with the best transition plan may have an edge. If the RFP is very detailed,then it
IMPROVING YOUR PROPOSAL SCHEDULE AND MILESTONE PLANNING Proposal schedules should be about more than just crossing off the items on your outline and counting the days until your deadline. Proposal schedules should be about whether you have achieved your goals and done the things necessary to win. In order to ensure those things get done, you need a Va HOW TO TAKE ADVANTAGE OF PROPOSAL LESSONS LEARNED People often hold lessons learned meetings after a proposal submission. In my experience, the most positive thing that comes from these is providing people a chance to vent and clear the air. If you really want to use these sessions to improve your proposal quality, you need to re-think how you c ROLES PEOPLE PLAY IN DEVELOPING A PROPOSAL Proposals responding to Federal Government RFPs can easily have 20-30 people working on them. It would be rare to do one with less than a half-dozen people involved. The following list shows why there are so many and what do they all do, to help you develop your proposal plan.This list is meant
WHAT IS A CAPTURE MANAGER? A capture manager is responsible for winning a business opportunity. The capture manager will probably not be the initial salesperson, but will get involved as a dedicated resource once a company decides to pursue a lead. The capture manager assigned will then oversee the opportunity pursuit thro SHOULD YOU WRITE THE EXECUTIVE SUMMARY FIRST OR LAST Should you write the Executive Summary first and build your proposal to support it, or should you write it last, as a summary of all the material developed in writing the proposal? There are good reasons for taking either approach, but which is best for you will depend on yourcircumstances and g
ALTERNATE PROPOSALS
As a part of Government solicitations, the customer will occasionally offer the option for offerors to submit an Alternate Proposal. My experience as a Proposal Manager tells me that this is rarely, if ever, a good idea, for the following five reasons: The customer has no resources to evaluate it WHAT TO EXPECT WHEN YOU ARE ASSIGNED THE ROLE OF CAPTURE Congratulations! You have the most challenging job in business development. It is also the most important. You must sell not only to the customer, but internally as well. You must know about the customer, the opportunity, the scope of work, project management, budgeting, pricing, contracting, pro THE REAL REASONS NOBODY USES STORYBOARDS ON PROPOSALS Storyboards are one of those things that everyone recommends as a best practice, but hardly anyone actually uses. They are typically implemented as a form, often on oversized paper, that people use to plan proposal sections prior to writing. Authors are typically asked to complete the storyboard ARTICLES - CAPTUREPLANNING.COM Chris Simmons. Chris Simmons is the founder and principal member of Rainmakerz Consulting—a business development solutions company specializing in proposal management, writing, and review. He is a member of CapturePlanning.com's Partners Program and can provide hands-on help with your business development and proposal efforts. CREATING WIN STRATEGIES AND THEMES Creating Win Strategies and Themes. When responding to an RFP with lots of requirements, it's easy to lose track of your message. Win strategies and themes are how your message makes it into the document. They are the difference between a proposal that is descriptive and a proposal that is persausive. Themes are how you sell in writing. 101 WIN THEMES FOR ALL OCCASIONS 101 Win Themes for All Occasions. Each theme below is followed by an example. However, details and substantiation are what separate an empty claim from a persuasive statement. Use the words below for inspiration, but make sure you include the specifics of their environment and your solution and how it will benefit your customer sothat your
WHAT IS A CAPTURE MANAGER? A capture manager is responsible for winning a business opportunity. The capture manager will probably not be the initial salesperson, but will get involved as a dedicated resource once a company decides to pursue a lead. The capture manager assigned will then oversee the opportunity pursuit thro HOW TO WRITE A BETTER PROPOSAL INTRODUCTION A lot of proposals have really bad introductions. Its not that hard to write a great proposal introduction. You just have to start off by saying something of value to the customer. A blank page can be intimidating. Most people go through a warm up process while they try to figure out what to say 11 QUESTIONS YOUR PROPOSAL PROCESS SHOULD ANSWER People tend to look at their business development and proposal process as a series of steps. Another way to look at it is whether the process answers questions that people have so that they can complete the task. Rather than asking yourself whether your process accounts for all theactivity that
WRITING BENEFIT-DRIVEN WEB COPY Youve identified the benefits you offer your customers, but how do you turn a list of benefits into engaging copy? As a copywriter, many of the projects I undertake are completely new websites. The client has some general ideas about what they’d like to convey, but they need someone who can fine- QUESTIONS TO ASK DURING A PROPOSAL DEBRIEF Questions To Ask During a Proposal Debrief. When the customer announces that an opportunity you have bid on has been awarded, you should request a debrief to provide feedback on how your proposal was evaluated. On Federal proposals, they may be required to provide onewhen requested.
HOW TO RESPOND TO AN RFI OR A SOURCES SOUGHT NOTICE When the Government is considering a procurement, but is not sure what to put in the RFP or who would respond to it, they often issue a Request for Information (RFI). An RFI provides you with an opportunity to make suggestions regarding what they should include in the future RFP if it goes forwar GRANTS VS. CONTRACTS: WHAT IS THE DIFFERENCE? Perhaps that is oversimplifying it. Essentially, a contract is a legally binding document in which the parties make promises to deliver a product or service in exchange for consideration (usually money.) A grant on the other hand is when one party grants funds to another party to do something, in reasonable hopes that the task can beaccomplished.
ARTICLES - CAPTUREPLANNING.COMMORE FREE ARTICLESABOUT USHOW TO CREATEA COMPLIANCE MATRIX
Chris Simmons. Chris Simmons is the founder and principal member of Rainmakerz Consulting—a business development solutions company specializing in proposal management, writing, and review. He is a member of CapturePlanning.com's Partners Program and can provide hands-on help with your business development and proposal efforts. WRITING A WINNING TRANSITION PLAN Writing a Winning Transition Plan. Transition Plans can be an important factor in determining who wins a proposal. If there is an incumbent, then they may not even need a transition period. If there is no incumbent, then if everything else is equal, the vendor with the best transition plan may have an edge. If the RFP is very detailed,then it
CREATING WIN STRATEGIES AND THEMES Creating Win Strategies and Themes. When responding to an RFP with lots of requirements, it's easy to lose track of your message. Win strategies and themes are how your message makes it into the document. They are the difference between a proposal that is descriptive and a proposal that is persausive. Themes are how you sell in writing. HOW TO TAKE ADVANTAGE OF PROPOSAL LESSONS LEARNED People often hold lessons learned meetings after a proposal submission. In my experience, the most positive thing that comes from these is providing people a chance to vent and clear the air. If you really want to use these sessions to improve your proposal quality, you need to re-think how you c SHOULD YOU WRITE THE EXECUTIVE SUMMARY FIRST OR LAST Should you write the Executive Summary first and build your proposal to support it, or should you write it last, as a summary of all the material developed in writing the proposal? There are good reasons for taking either approach, but which is best for you will depend on yourcircumstances and g
ROLES PEOPLE PLAY IN DEVELOPING A PROPOSAL Proposals responding to Federal Government RFPs can easily have 20-30 people working on them. It would be rare to do one with less than a half-dozen people involved. The following list shows why there are so many and what do they all do, to help you develop your proposal plan.This list is meant
WHAT TO EXPECT WHEN YOU ARE ASSIGNED THE ROLE OF CAPTURE Congratulations! You have the most challenging job in business development. It is also the most important. You must sell not only to the customer, but internally as well. You must know about the customer, the opportunity, the scope of work, project management, budgeting, pricing, contracting, proALTERNATE PROPOSALS
As a part of Government solicitations, the customer will occasionally offer the option for offerors to submit an Alternate Proposal. My experience as a Proposal Manager tells me that this is rarely, if ever, a good idea, for the following five reasons: The customer has no resources to evaluate it USING RESUMES IN PROPOSALS A personal resume often includes an “objective,” personal references, and other items that are out of context in a proposal. While these may be desirable in the informal, personal evaluation a person gets to be hired, they can make a proposal resume look unprofessional. While a personal resume is written to show relevanceto the position
THE REAL REASONS NOBODY USES STORYBOARDS ON PROPOSALS Storyboards are one of those things that everyone recommends as a best practice, but hardly anyone actually uses. They are typically implemented as a form, often on oversized paper, that people use to plan proposal sections prior to writing. Authors are typically asked to complete the storyboard ARTICLES - CAPTUREPLANNING.COMMORE FREE ARTICLESABOUT USHOW TO CREATEA COMPLIANCE MATRIX
Chris Simmons. Chris Simmons is the founder and principal member of Rainmakerz Consulting—a business development solutions company specializing in proposal management, writing, and review. He is a member of CapturePlanning.com's Partners Program and can provide hands-on help with your business development and proposal efforts. WRITING A WINNING TRANSITION PLAN Writing a Winning Transition Plan. Transition Plans can be an important factor in determining who wins a proposal. If there is an incumbent, then they may not even need a transition period. If there is no incumbent, then if everything else is equal, the vendor with the best transition plan may have an edge. If the RFP is very detailed,then it
CREATING WIN STRATEGIES AND THEMES Creating Win Strategies and Themes. When responding to an RFP with lots of requirements, it's easy to lose track of your message. Win strategies and themes are how your message makes it into the document. They are the difference between a proposal that is descriptive and a proposal that is persausive. Themes are how you sell in writing. HOW TO TAKE ADVANTAGE OF PROPOSAL LESSONS LEARNED People often hold lessons learned meetings after a proposal submission. In my experience, the most positive thing that comes from these is providing people a chance to vent and clear the air. If you really want to use these sessions to improve your proposal quality, you need to re-think how you c SHOULD YOU WRITE THE EXECUTIVE SUMMARY FIRST OR LAST Should you write the Executive Summary first and build your proposal to support it, or should you write it last, as a summary of all the material developed in writing the proposal? There are good reasons for taking either approach, but which is best for you will depend on yourcircumstances and g
ROLES PEOPLE PLAY IN DEVELOPING A PROPOSAL Proposals responding to Federal Government RFPs can easily have 20-30 people working on them. It would be rare to do one with less than a half-dozen people involved. The following list shows why there are so many and what do they all do, to help you develop your proposal plan.This list is meant
WHAT TO EXPECT WHEN YOU ARE ASSIGNED THE ROLE OF CAPTURE Congratulations! You have the most challenging job in business development. It is also the most important. You must sell not only to the customer, but internally as well. You must know about the customer, the opportunity, the scope of work, project management, budgeting, pricing, contracting, proALTERNATE PROPOSALS
As a part of Government solicitations, the customer will occasionally offer the option for offerors to submit an Alternate Proposal. My experience as a Proposal Manager tells me that this is rarely, if ever, a good idea, for the following five reasons: The customer has no resources to evaluate it USING RESUMES IN PROPOSALS A personal resume often includes an “objective,” personal references, and other items that are out of context in a proposal. While these may be desirable in the informal, personal evaluation a person gets to be hired, they can make a proposal resume look unprofessional. While a personal resume is written to show relevanceto the position
THE REAL REASONS NOBODY USES STORYBOARDS ON PROPOSALS Storyboards are one of those things that everyone recommends as a best practice, but hardly anyone actually uses. They are typically implemented as a form, often on oversized paper, that people use to plan proposal sections prior to writing. Authors are typically asked to complete the storyboard IMPROVING YOUR PROPOSAL SCHEDULE AND MILESTONE PLANNING Proposal schedules should be about more than just crossing off the items on your outline and counting the days until your deadline. Proposal schedules should be about whether you have achieved your goals and done the things necessary to win. In order to ensure those things get done, you need a Va 101 WIN THEMES FOR ALL OCCASIONS 101 Win Themes for All Occasions. Each theme below is followed by an example. However, details and substantiation are what separate an empty claim from a persuasive statement. Use the words below for inspiration, but make sure you include the specifics of their environment and your solution and how it will benefit your customer sothat your
11 QUESTIONS YOUR PROPOSAL PROCESS SHOULD ANSWER People tend to look at their business development and proposal process as a series of steps. Another way to look at it is whether the process answers questions that people have so that they can complete the task. Rather than asking yourself whether your process accounts for all theactivity that
INTRODUCTION TO CONTRACT TYPES AND PRICING MODELS If you have a written RFP, it will probably include instructions for how to format the pricing and contractual details. If not, how you format your pricing is up to you. If you are looking for a little guidance to get started, consider the contract types below. Each has a different way of account WHAT TO EXPECT WHEN YOU ARE ASSIGNED THE ROLE OF CAPTURE Congratulations! You have the most challenging job in business development. It is also the most important. You must sell not only to the customer, but internally as well. You must know about the customer, the opportunity, the scope of work, project management, budgeting, pricing, contracting, pro HOW TO WRITE A BETTER PROPOSAL INTRODUCTION A lot of proposals have really bad introductions. Its not that hard to write a great proposal introduction. You just have to start off by saying something of value to the customer. A blank page can be intimidating. Most people go through a warm up process while they try to figure out what to say WHAT IS A CAPTURE MANAGER? A capture manager is responsible for winning a business opportunity. The capture manager will probably not be the initial salesperson, but will get involved as a dedicated resource once a company decides to pursue a lead. The capture manager assigned will then oversee the opportunity pursuit thro TOPICS TO ADDRESS WHEN WRITING A TRANSITION PLAN A transition plan for a proposal must show that you are capable of getting the project started without disruption. To write a better transition plan, put yourself in the place of the customer and consider what questions they would want answered in your transition plan. A good transition plan esta WRITING BENEFIT-DRIVEN WEB COPY Youve identified the benefits you offer your customers, but how do you turn a list of benefits into engaging copy? As a copywriter, many of the projects I undertake are completely new websites. The client has some general ideas about what they’d like to convey, but they need someone who can fine- GRANTS VS. CONTRACTS: WHAT IS THE DIFFERENCE? Perhaps that is oversimplifying it. Essentially, a contract is a legally binding document in which the parties make promises to deliver a product or service in exchange for consideration (usually money.) A grant on the other hand is when one party grants funds to another party to do something, in reasonable hopes that the task can beaccomplished.
ARTICLES - CAPTUREPLANNING.COMMORE FREE ARTICLESABOUT USHOW TO CREATEA COMPLIANCE MATRIX
Chris Simmons. Chris Simmons is the founder and principal member of Rainmakerz Consulting—a business development solutions company specializing in proposal management, writing, and review. He is a member of CapturePlanning.com's Partners Program and can provide hands-on help with your business development and proposal efforts. ABOUT US - CAPTUREPLANNING.COM About Us. CapturePlanning.com is one of several related web sites owned and operated by CapturePlanning.com, LLC, to help you develop your business and win proposals. Collectively, the materials we publish are seen by over 100,000 professionals every week. CapturePlanning.com was founded by Carl Dickson in 2001 and since thenit has provided
WRITING A WINNING TRANSITION PLAN Writing a Winning Transition Plan. Transition Plans can be an important factor in determining who wins a proposal. If there is an incumbent, then they may not even need a transition period. If there is no incumbent, then if everything else is equal, the vendor with the best transition plan may have an edge. If the RFP is very detailed,then it
101 WIN THEMES FOR ALL OCCASIONS 101 Win Themes for All Occasions. Each theme below is followed by an example. However, details and substantiation are what separate an empty claim from a persuasive statement. Use the words below for inspiration, but make sure you include the specifics of their environment and your solution and how it will benefit your customer sothat your
SHOULD YOU WRITE THE EXECUTIVE SUMMARY FIRST OR LAST Should you write the Executive Summary first and build your proposal to support it, or should you write it last, as a summary of all the material developed in writing the proposal? There are good reasons for taking either approach, but which is best for you will depend on yourcircumstances and g
HOW TO TAKE ADVANTAGE OF PROPOSAL LESSONS LEARNEDEXAMPLES OF PROJECT LESSONS LEARNEDSHIPLEY PROPOSAL GUIDESHIPLEY PROPOSAL GUIDE PDFSHIPLEY PROPOSAL MODELSHIPLEY PROPOSAL PROCESSSHIPLEY PROPOSAL TRAINING People often hold lessons learned meetings after a proposal submission. In my experience, the most positive thing that comes from these is providing people a chance to vent and clear the air. If you really want to use these sessions to improve your proposal quality, you need to re-think how you c WHAT TO EXPECT WHEN YOU ARE ASSIGNED THE ROLE OF CAPTUREEASY CAPTURE MANAGERBUSINESS DEVELOPMENT VS CAPTURE MANAGE…SHIPLEY CAPTUREPROCESS
Congratulations! You have the most challenging job in business development. It is also the most important. You must sell not only to the customer, but internally as well. You must know about the customer, the opportunity, the scope of work, project management, budgeting, pricing, contracting, pro USING RED TEAMS EFFECTIVELY TO IMPROVE YOUR PROPOSALS The most important tool for ensuring proposal quality at most companies is a Red Team review. A Red Team can turn a proposal that is destined to lose into a winner. However, the Red Team review process can be cumbersome, confusing to writers, and highly ineffective if not handled appropriately fo WRITING BENEFIT-DRIVEN WEB COPY Youve identified the benefits you offer your customers, but how do you turn a list of benefits into engaging copy? As a copywriter, many of the projects I undertake are completely new websites. The client has some general ideas about what they’d like to convey, but they need someone who can fine- USING RESUMES IN PROPOSALS A personal resume often includes an “objective,” personal references, and other items that are out of context in a proposal. While these may be desirable in the informal, personal evaluation a person gets to be hired, they can make a proposal resume look unprofessional. While a personal resume is written to show relevanceto the position
ARTICLES - CAPTUREPLANNING.COMMORE FREE ARTICLESABOUT USHOW TO CREATEA COMPLIANCE MATRIX
Chris Simmons. Chris Simmons is the founder and principal member of Rainmakerz Consulting—a business development solutions company specializing in proposal management, writing, and review. He is a member of CapturePlanning.com's Partners Program and can provide hands-on help with your business development and proposal efforts. ABOUT US - CAPTUREPLANNING.COM About Us. CapturePlanning.com is one of several related web sites owned and operated by CapturePlanning.com, LLC, to help you develop your business and win proposals. Collectively, the materials we publish are seen by over 100,000 professionals every week. CapturePlanning.com was founded by Carl Dickson in 2001 and since thenit has provided
WRITING A WINNING TRANSITION PLAN Writing a Winning Transition Plan. Transition Plans can be an important factor in determining who wins a proposal. If there is an incumbent, then they may not even need a transition period. If there is no incumbent, then if everything else is equal, the vendor with the best transition plan may have an edge. If the RFP is very detailed,then it
101 WIN THEMES FOR ALL OCCASIONS 101 Win Themes for All Occasions. Each theme below is followed by an example. However, details and substantiation are what separate an empty claim from a persuasive statement. Use the words below for inspiration, but make sure you include the specifics of their environment and your solution and how it will benefit your customer sothat your
SHOULD YOU WRITE THE EXECUTIVE SUMMARY FIRST OR LAST Should you write the Executive Summary first and build your proposal to support it, or should you write it last, as a summary of all the material developed in writing the proposal? There are good reasons for taking either approach, but which is best for you will depend on yourcircumstances and g
HOW TO TAKE ADVANTAGE OF PROPOSAL LESSONS LEARNEDEXAMPLES OF PROJECT LESSONS LEARNEDSHIPLEY PROPOSAL GUIDESHIPLEY PROPOSAL GUIDE PDFSHIPLEY PROPOSAL MODELSHIPLEY PROPOSAL PROCESSSHIPLEY PROPOSAL TRAINING People often hold lessons learned meetings after a proposal submission. In my experience, the most positive thing that comes from these is providing people a chance to vent and clear the air. If you really want to use these sessions to improve your proposal quality, you need to re-think how you c WHAT TO EXPECT WHEN YOU ARE ASSIGNED THE ROLE OF CAPTUREEASY CAPTURE MANAGERBUSINESS DEVELOPMENT VS CAPTURE MANAGE…SHIPLEY CAPTUREPROCESS
Congratulations! You have the most challenging job in business development. It is also the most important. You must sell not only to the customer, but internally as well. You must know about the customer, the opportunity, the scope of work, project management, budgeting, pricing, contracting, pro USING RED TEAMS EFFECTIVELY TO IMPROVE YOUR PROPOSALS The most important tool for ensuring proposal quality at most companies is a Red Team review. A Red Team can turn a proposal that is destined to lose into a winner. However, the Red Team review process can be cumbersome, confusing to writers, and highly ineffective if not handled appropriately fo WRITING BENEFIT-DRIVEN WEB COPY Youve identified the benefits you offer your customers, but how do you turn a list of benefits into engaging copy? As a copywriter, many of the projects I undertake are completely new websites. The client has some general ideas about what they’d like to convey, but they need someone who can fine- USING RESUMES IN PROPOSALS A personal resume often includes an “objective,” personal references, and other items that are out of context in a proposal. While these may be desirable in the informal, personal evaluation a person gets to be hired, they can make a proposal resume look unprofessional. While a personal resume is written to show relevanceto the position
CREATING WIN STRATEGIES AND THEMES Creating Win Strategies and Themes. When responding to an RFP with lots of requirements, it's easy to lose track of your message. Win strategies and themes are how your message makes it into the document. They are the difference between a proposal that is descriptive and a proposal that is persausive. Themes are how you sell in writing. WRITING A WINNING TRANSITION PLAN Writing a Winning Transition Plan. Transition Plans can be an important factor in determining who wins a proposal. If there is an incumbent, then they may not even need a transition period. If there is no incumbent, then if everything else is equal, the vendor with the best transition plan may have an edge. If the RFP is very detailed,then it
IMPROVING YOUR PROPOSAL SCHEDULE AND MILESTONE PLANNING Proposal schedules should be about more than just crossing off the items on your outline and counting the days until your deadline. Proposal schedules should be about whether you have achieved your goals and done the things necessary to win. In order to ensure those things get done, you need a Va HOW TO WRITE A BETTER EXECUTIVE SUMMARY How to Write a Better Executive Summary. An Executive Summary should explain what you want the reader to conclude after reading your proposal. An Executive Summary is the most important part of your proposal, because it is where you explain why your proposal is the best alternative. The rest of the proposal just substantiates thosereasons.
WHAT IS A CAPTURE MANAGER? A capture manager is responsible for winning a business opportunity. The capture manager will probably not be the initial salesperson, but will get involved as a dedicated resource once a company decides to pursue a lead. The capture manager assigned will then oversee the opportunity pursuit thro 11 QUESTIONS YOUR PROPOSAL PROCESS SHOULD ANSWER People tend to look at their business development and proposal process as a series of steps. Another way to look at it is whether the process answers questions that people have so that they can complete the task. Rather than asking yourself whether your process accounts for all theactivity that
ALTERNATE PROPOSALS
As a part of Government solicitations, the customer will occasionally offer the option for offerors to submit an Alternate Proposal. My experience as a Proposal Manager tells me that this is rarely, if ever, a good idea, for the following five reasons: The customer has no resources to evaluate it HOW TO WRITE A BETTER PROPOSAL INTRODUCTION A lot of proposals have really bad introductions. Its not that hard to write a great proposal introduction. You just have to start off by saying something of value to the customer. A blank page can be intimidating. Most people go through a warm up process while they try to figure out what to say THE REAL REASONS NOBODY USES STORYBOARDS ON PROPOSALS Storyboards are one of those things that everyone recommends as a best practice, but hardly anyone actually uses. They are typically implemented as a form, often on oversized paper, that people use to plan proposal sections prior to writing. Authors are typically asked to complete the storyboard GRANTS VS. CONTRACTS: WHAT IS THE DIFFERENCE? Perhaps that is oversimplifying it. Essentially, a contract is a legally binding document in which the parties make promises to deliver a product or service in exchange for consideration (usually money.) A grant on the other hand is when one party grants funds to another party to do something, in reasonable hopes that the task can beaccomplished.
ARTICLES - CAPTUREPLANNING.COMMORE FREE ARTICLESABOUT USHOW TO CREATEA COMPLIANCE MATRIX
Chris Simmons Chris Simmons is the founder and principal member of Rainmakerz Consulting—a business development solutions company specializing in proposal management, writing, and review. ABOUT US - CAPTUREPLANNING.COM About Us. CapturePlanning.com is one of several related web sites owned and operated by CapturePlanning.com, LLC, to help you develop your business and win proposals. 101 WIN THEMES FOR ALL OCCASIONS Each theme below is followed by an example. However, details and substantiation are what separate an empty claim from a persuasive statement. Use the words below for inspiration, but make sure you include the specifics of their environment and your solution and how it will benefit your customer s SHOULD YOU WRITE THE EXECUTIVE SUMMARY FIRST OR LAST Should you write the Executive Summary first and build your proposal to support it, or should you write it last, as a summary of all the material developed in writing the proposal? There are good reasons for taking either approach, but which is best for you will depend on yourcircumstances and g
WRITING A WINNING TRANSITION PLAN Transition Plans can be an important factor in determining who wins a proposal. If there is an incumbent, then they may not even need a transition period. If there is no incumbent, then if everything else is equal, the vendor with the best transition plan may have an edge. If the RFP is very deta HOW TO TAKE ADVANTAGE OF PROPOSAL LESSONS LEARNEDEXAMPLES OF PROJECT LESSONS LEARNEDSHIPLEY PROPOSAL GUIDESHIPLEY PROPOSAL GUIDE PDFSHIPLEY PROPOSAL MODELSHIPLEY PROPOSAL PROCESSSHIPLEY PROPOSAL TRAINING People often hold lessons learned meetings after a proposal submission. In my experience, the most positive thing that comes from these is providing people a chance to vent and clear the air. If you really want to use these sessions to improve your proposal quality, you need to re-think how you c WHAT TO EXPECT WHEN YOU ARE ASSIGNED THE ROLE OF CAPTUREEASY CAPTURE MANAGERBUSINESS DEVELOPMENT VS CAPTURE MANAGE…SHIPLEY CAPTUREPROCESS
Congratulations! You have the most challenging job in business development. It is also the most important. You must sell not only to the customer, but internally as well. You must know about the customer, the opportunity, the scope of work, project management, budgeting, pricing, contracting, pro WRITING BENEFIT-DRIVEN WEB COPY Youve identified the benefits you offer your customers, but how do you turn a list of benefits into engaging copy? As a copywriter, many of the projects I undertake are completely new websites. The client has some general ideas about what they’d like to convey, but they need someone who can fine- USING RED TEAMS EFFECTIVELY TO IMPROVE YOUR PROPOSALS The most important tool for ensuring proposal quality at most companies is a Red Team review. A Red Team can turn a proposal that is destined to lose into a winner. However, the Red Team review process can be cumbersome, confusing to writers, and highly ineffective if not handled appropriately fo USING RESUMES IN PROPOSALS Sometimes the customer wants to know who is going to do the work. This is often the case in a non-commodity service proposal. In a product proposal, the customer may not care who is going to be servicing the account. But for a custom software development project that ARTICLES - CAPTUREPLANNING.COMMORE FREE ARTICLESABOUT USHOW TO CREATEA COMPLIANCE MATRIX
Chris Simmons Chris Simmons is the founder and principal member of Rainmakerz Consulting—a business development solutions company specializing in proposal management, writing, and review. ABOUT US - CAPTUREPLANNING.COM About Us. CapturePlanning.com is one of several related web sites owned and operated by CapturePlanning.com, LLC, to help you develop your business and win proposals. 101 WIN THEMES FOR ALL OCCASIONS Each theme below is followed by an example. However, details and substantiation are what separate an empty claim from a persuasive statement. Use the words below for inspiration, but make sure you include the specifics of their environment and your solution and how it will benefit your customer s SHOULD YOU WRITE THE EXECUTIVE SUMMARY FIRST OR LAST Should you write the Executive Summary first and build your proposal to support it, or should you write it last, as a summary of all the material developed in writing the proposal? There are good reasons for taking either approach, but which is best for you will depend on yourcircumstances and g
WRITING A WINNING TRANSITION PLAN Transition Plans can be an important factor in determining who wins a proposal. If there is an incumbent, then they may not even need a transition period. If there is no incumbent, then if everything else is equal, the vendor with the best transition plan may have an edge. If the RFP is very deta HOW TO TAKE ADVANTAGE OF PROPOSAL LESSONS LEARNEDEXAMPLES OF PROJECT LESSONS LEARNEDSHIPLEY PROPOSAL GUIDESHIPLEY PROPOSAL GUIDE PDFSHIPLEY PROPOSAL MODELSHIPLEY PROPOSAL PROCESSSHIPLEY PROPOSAL TRAINING People often hold lessons learned meetings after a proposal submission. In my experience, the most positive thing that comes from these is providing people a chance to vent and clear the air. If you really want to use these sessions to improve your proposal quality, you need to re-think how you c WHAT TO EXPECT WHEN YOU ARE ASSIGNED THE ROLE OF CAPTUREEASY CAPTURE MANAGERBUSINESS DEVELOPMENT VS CAPTURE MANAGE…SHIPLEY CAPTUREPROCESS
Congratulations! You have the most challenging job in business development. It is also the most important. You must sell not only to the customer, but internally as well. You must know about the customer, the opportunity, the scope of work, project management, budgeting, pricing, contracting, pro WRITING BENEFIT-DRIVEN WEB COPY Youve identified the benefits you offer your customers, but how do you turn a list of benefits into engaging copy? As a copywriter, many of the projects I undertake are completely new websites. The client has some general ideas about what they’d like to convey, but they need someone who can fine- USING RED TEAMS EFFECTIVELY TO IMPROVE YOUR PROPOSALS The most important tool for ensuring proposal quality at most companies is a Red Team review. A Red Team can turn a proposal that is destined to lose into a winner. However, the Red Team review process can be cumbersome, confusing to writers, and highly ineffective if not handled appropriately fo USING RESUMES IN PROPOSALS Sometimes the customer wants to know who is going to do the work. This is often the case in a non-commodity service proposal. In a product proposal, the customer may not care who is going to be servicing the account. But for a custom software development project that CREATING WIN STRATEGIES AND THEMES When you think about it, proposal writing is really about telling a story. All too often, the story is written by authors who are responsible for different chapters with no clear idea of the setting, the characters, the ending, or even the moral of the story. WRITING A WINNING TRANSITION PLAN Transition Plans can be an important factor in determining who wins a proposal. If there is an incumbent, then they may not even need a transition period. If there is no incumbent, then if everything else is equal, the vendor with the best transition plan may have an edge. If the RFP is very deta IMPROVING YOUR PROPOSAL SCHEDULE AND MILESTONE PLANNING Proposal schedules should be about more than just crossing off the items on your outline and counting the days until your deadline. Proposal schedules should be about whether you have achieved your goals and done the things necessary to win. In order to ensure those things get done, you need a Va WHAT TO EXPECT WHEN YOU ARE ASSIGNED THE ROLE OF CAPTURE Congratulations! You have the most challenging job in business development. It is also the most important. You must sell not only to the customer, but internally as well. You must know about the customer, the opportunity, the scope of work, project management, budgeting, pricing, contracting, pro HOW TO WRITE A BETTER EXECUTIVE SUMMARY An Executive Summary should explain what you want the reader to conclude after reading your proposal. An Executive Summary is the most important part of your proposal, because it is where you explain why your proposal is the best alternative. 11 QUESTIONS YOUR PROPOSAL PROCESS SHOULD ANSWER People tend to look at their business development and proposal process as a series of steps. Another way to look at it is whether the process answers questions that people have so that they can complete the task. Rather than asking yourself whether your process accounts for all theactivity that
ALTERNATE PROPOSALS
As a part of Government solicitations, the customer will occasionally offer the option for offerors to submit an Alternate Proposal. My experience as a Proposal Manager tells me that this is rarely, if ever, a good idea, for the following five reasons: The customer has no resources to evaluate it HOW TO WRITE A BETTER PROPOSAL INTRODUCTION A lot of proposals have really bad introductions. Its not that hard to write a great proposal introduction. You just have to start off by saying something of value to the customer. A blank page can be intimidating. Most people go through a warm up process while they try to figure out what to say THE REAL REASONS NOBODY USES STORYBOARDS ON PROPOSALS Storyboards are one of those things that everyone recommends as a best practice, but hardly anyone actually uses. They are typically implemented as a form, often on oversized paper, that people use to plan proposal sections prior to writing. Authors are typically asked to complete the storyboard BE A GOVERNMENT CONTRACTOR: NO EXPERIENCE NECESSARY Under past performance the Government picks winners based on their track records and not just the promises in their proposals. This makes a lot of sense and is the way commercial companies often pick vendors. The result has been significant --- companies pay much more attentionto successful perf
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LEARN HOW TO WRITE WINNING PROPOSALS AND CAPTURE BUSINESS Learn the secrets of business development, including how to win before the RFP is even released and proposal writing. You are welcome to browse and learn from the hundreds of free articles on proposal writing and business development that we have published over theyears.
HELP CENTERS & FREE ARTICLES * ADVICE FOR WRITING GREAT BUSINESS PROPOSALS * HOW TO WRITE A BUSINESS PROPOSAL * PROPOSAL MANAGEMENT TECHNIQUES FOR IMPROVING YOUR WIN RATE * RED TEAM PROPOSAL REVIEWS AND PROPOSAL QUALITY VALIDATION * HOW TO CREATE A COMPLIANCE MATRIX * IMPROVING THE PROPOSAL PROCESS * CREATING WIN STRATEGIES AND THEMES * HOW TO WRITE A BETTER EXECUTIVE SUMMARY * PROFESSIONAL SERVICES MARKETING * PROPOSAL TEMPLATES AND REUSE * MISCELLANEOUS PROPOSAL TIPS * STORYBOARDS AND CONTENT PLANNING * GOVERNMENT CONTRACTING * HOW TO RESPOND TO REQUEST FOR PROPOSALS (RFP) AND WIN! * BID/NO BID DECISIONS * BUSINESS DEVELOPMENT AND MARKETING * RELATIONSHIP MARKETING AND CUSTOMER CONTACTS * SALES LETTERS AND COPY WRITING SOME OF THE EXPERTS WHO POST HERE:DEBBIE JENKINS
_Debbie Jenkins is a marketer, author and stand-up comedian who helps the owners of small expert businesses get more success by doing andspending less._
GLENN MURRAY
_Glenn Murray is an advertising copywriter and heads copywriting studio Divine Write. He can be contacted on Sydney +612 4334 6222_ Visit our sister site for premium content, online training, and the MustWin Performance Support Tool* __ All Activity
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