Our story about making rain on a small business budget takes an unexpected turn here. We’ve talked a lot about small business challenges, money, planning, the big idea (getting rid of the old incandescent light bulbs), and even hiring consultants…
Making rain is about making money for your business. The more you are willing and able to change, the greater the chances are to reduce your “bizometric” pressure (the business equivalent of “barometric” pressure) and make rain. Here are a…
Companies (large and small) are struggling to make more with less. Business development budgets are tight. Competition is getting tougher. Sequestration lingers. Large businesses have deeper pockets. That means more discretionary funding, and more budgetary flexibility than small businesses. Small…
Time has been one of the most talked about topics since the ancient Egyptians established the 24-hour day a long time ago. Time continues to be a popular and increasingly diverse topic. My recent Google search yielded a whopping 9…
LinkedIn is the world’s largest online professional network with more than 200 million members worldwide. It is not surprising that many proposal professionals are LinkedIn members and participate in LinkedIn discussion groups. What may be surprising is that many of…
Many companies fail to standardize theme development processes or lack the sufficient resources to follow them efficiently and effectively. Part 5 highlights some of the most common theme development challenges and provides some practical recommendations you can use to create…
The recipe for theme development includes a few simple ingredients from the RFP and the capture plan In Part 3 of this series we described the importance of providing differentiating proof for features and benefits to substantiate your claims and…
Differentiators provide the proof that can truly set you apart from the competition In Part 2 we discussed the two primary components of winning proposal themes (features and benefits) and how they are effectively used to create compliant and compelling…
Theme statements link customer benefits to the unique features of your proposal. In Part 1, we explored the definition of a theme and the benefits of theme development in telling a compelling proposal story that scores well with evaluators. Part…
Very few teams take the time to identify the features, benefits, and supporting proof in sufficient detail to…win When you think about it, proposal writing is really about telling a story. A story about how your solutions to problems are…