Make Your Proposal Come Out on Top

by Nick Wreden

Nancy Sucher doesn’t just read proposals. She looks for the start of a relationship–a partner who recognizes her needs and will speak to her clearly.

A procurement negotiation manager at Boise Office Solutions in Illinois, Sucher likes proposals that follow the RFP (request for proposal) instructions precisely. Those that veer from that path create more work for her and her staff, and they also raise a red flag. “If [vendors] don’t listen to us–the customer–now, will they listen to us later?” she asks.

Seven Questions for a Client-Centered Proposal

“Before your fingertips caress a single key,” proposal consultant Tom Sant writes, “you should answer the following seven questions. They’ll force ...

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