Truth 31. Well-crafted proposals win

Two technology companies regularly apply for government defense contracts by responding to RFPs (requests for proposals). One reaps a modest ratio of success. While the executives usually voice a “win some, lose some” attitude, they are always surprised when a bid fails, because “our engineers are the best in the business.” The second company lands a steady stream of contracts, some of which are a distinct reach. What’s the difference in how the companies bid?

Company #1 leaves the proposal preparation to those who understand the specs and the work. Company #2, while basing the content on its engineers’ input, delegates the writing to a small cadre of managers who write skillfully.

Good proposals win; it’s ...

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