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Capture planning is the process of identifying opportunities, assessing the environment, and devising and implementing winning strategies oriented toward capturing a specific business opportunity...

The quality and competitiveness of a proposal depend on a number of criteria. How well did you comply with the customer’s bid instructions? How did you respond to the requirements and issues that drove the procurement? ...

You've done your homework on a strategic opportunity. You know the customer; you know who likely competitors are; and you know what solutions you'll offer on the competitive bid. Now what?

One of the best parts of seeing a massage therapist is having all the knots worked out of a particularly sore spot. However, if you have an appointment and the massage therapist spends the entire time rubbing ...

Active and passive voice sentences both convey action, but active sentences are more persuasive, decisive, and confident. Use active voice unless you have a good reason to choose passive voice...

Pricing to Win (PTW) is a process for achieving a combination of capability and price that produces the desired win probability.Some people believe that “pricing to win” equates to being low price. In today’s marketplace, lowest cost is not necessarily the winning price. Lowest price only works in Lowest Price Technically Acceptable (LPTA) competitions.

Discriminators are features of your offer or solution that differ from a competitor’s offer and are acknowledged by the customer as important. Both conditions must be met.

Would You Like That with or without Buttons?

In the world of proposal writing, the customer is always right. Their preferences and the instructions in the RFP shape what you write. It is up to the proposal team to create a document that matches those specifications

Kickoff meetings are critical milestones that require careful core team planning followed by flawless execution. Good kickoff meetings inspire a team, poor ones can demoralize a team.

Executive Summaries are often the most important sections in a proposal. They set the tone for individual evaluators and are sometimes the only pages read by the decision makers.

A proposal strategy is a plan to write a persuasive, winning proposal that sets you apart from your competitors. Proposal strategy must align with the capture strategy in order to create win themes that tell the story...