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Persuasive Business Proposals: Writing to Win More Customers, Clients, and Contracts by Tom Sant

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Avoid Wasted Effort by Making Smart Pre-Proposal Decisions

Once you’ve analyzed the RFP, if there is one, or reviewed the customer’s expectations if you’re writing a proactive proposal, there are two important decisions you must make before you begin working on the proposal itself:

1.Is this job worth bidding on?
2.How much effort should I put into the proposal?

By making intelligent decisions before you start working on the opportunity, you can save yourself a lot of time and expense and you can feel confident that you are going after the deals that have the most potential value to you.

Perform a Bid/No Bid Analysis

Perhaps the most fundamental decision is whether to bid or not. Companies and individuals waste huge amounts of time and money ...

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