RFP responses are supposed to look as if one person wrote them. Everybody says so. This is one reason we use style manuals, to standardize usage, terminology, punctuation. Over the years, I have happily ignored the preferences of proposal team members. “What matters,” I said, “is not that it be ‘right’ in some sense, but that it all be the same.” And that’s true enough, but not always comfortable. Continue reading“Style-Manual Travails”
Signs of Overload
One of my book’s tips for the person managing the proposal team is to watch for signs of stress in the team: signs of overload. It seems obvious enough, right? If they’re working too hard they’ll get cranky.
Well, maybe. Again and again in Proposal Land I’ve seen entire teams bypass the cranky stage altogether and go straight to giddiness. Executives passing through think everyone is having a good time, that everyone is OK. It’s an easy mistake to make. Easy enough to miss the slightly desperate nature of the interactions, to not see the underlying exhaustion. Continue reading“Signs of Overload”
Hobgoblins and Text Boxes
One target in writing RFP responses is to make the reading as easy as possible; indeed, to minimize the reading required. Making the content vivid and accessible is iterative and time-consuming. Start by understanding the target; move on to scheduling enough time to allow it. Continue reading“Hobgoblins and Text Boxes”
Cost + Markup = Price
What I’m focused on is costs and prices: the costs of the various binding options for my book, and the implications of those costs for the price of said book. Continue reading“Cost + Markup = Price”
Best Practices
On-time delivery of compliant, responsive, persuasive proposals for RFPs requires advanced teamwork and best practices. Lessons for both can be found in many venues, not least military training. Continue reading“Best Practices”