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What's a few typos or a missed deadline? (Proposals don't lose business, right?)

3/30/2017

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I recently attended a session at the SPAC conference (Atlanta, March 23rd) wherein the presenter stated, “Proposals don’t lose business.” That certainly raised a few eyebrows (and a few butts as several people - coincidentally? -  chose to leave the session at that point).

Those who have been in the proposal game for even a short period of time will know that a proposal certainly can cause the loss of an opportunity that might well have been won otherwise.  As I’ve often said, “Proposals, in and of themselves don’t win business. But many a poor quality proposal has resulted in losing business. And there is a reason we often hear during qualification, “This is ours to lose.” Translation, we are in a position to win as long as we don’t do anything wrong when responding.

The reasons a proposal can cause an opportunity which might have been won otherwise to be lost are numerous. This list includes: submitting after the deadline (especially true with Federal RFPs), failing to comply with the instructions, not addressing a requirement, inconsistencies, typos/errors and/or submitting a less than professional response, to name just some of them.

Proposals don’t win business either … but that’s an entirely different discussion, right Jon? (for a copy of “Beyond Win Rates:” Fair and Appropriate Measurement of the Proposal Support Function” just send me an e-mail requesting a copy.)


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    BJ Lownie and Jon Williams are the co-founders of Strategic Proposals.

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