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

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Red Teaming Your Proposal

A red team review is an exercise which involves reading and scoring the final draft of the proposal as if the customer were looking at it. It’s a dry run that gives you the chance to improve your proposal before you send it into the fray.

Your red team should consist of people who did not write the proposal, so they will look at it without any preconceived notions. Ideally, they should be individuals who can play the role of customer in terms of expertise, personality type, and priorities.

Prepare your reviewers so they understand their role. Make it clear that they are not expected to edit or proofread. Their job is to score the proposal as though they were buyers. Provide them with a copy of the RFP and with the scoring ...

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