Axium 411 – Proposal Planning

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Mel Lester wrote a fantastic article for Axium 411 about proposal strategy.

This is something we’ve focused heavily on in our firm for the last several years. We’ve become much more savy … and the result has been a significant increase in our proposal hit rate.

Thanks Mel.

This is definitely one for my vault.

If you’re poring over the Request for Proposals trying to learn what the client really wants, you’re looking in the wrong place. I’ve yet to see an RFP that provided the most important information I needed to write a winning proposal. Yet amazingly, many proposals are prepared with little more insight than what can be gleaned from the RFP.

My advice: Never trust the RFP!

Read the article here –>

Creative Commons License photo credit: matsuyuki


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