21 The Packaging Is Part of the Product

WE’RE AT A FLEX POINT IN PROPOSAL WRITING, I think. Traditional methods have involved writing a document, printing it out, binding it and putting it between nice-looking covers, and then physically delivering it—usually multiple copies—to the prospect. Many RFPs still specify that you must submit hard copies. State and local government agencies often require a paper submission. But increasingly RFPs call for digital submissions. Each of these modes of delivery has advantages and weaknesses.

Traditional paper-based proposals have the familiar form factor that all paper-based documents have. They’re easy to skim, easy to flip back and forth in, and easy to score. You can write notes in the margins, you can ...

Get Persuasive Business Proposals, 3rd Edition now with O’Reilly online learning.

O’Reilly members experience live online training, plus books, videos, and digital content from 200+ publishers.