COMMUNICATE > Proposal process

Winning proposals are targeted, tight, focused on results and always relevant.
Most proposals fail because they contain boilerplate language about the firm and it’s services. The client already knows that. What they want to know is how that boilerplate is relevant to their situation and their company culture. How do you propose to solve their problem? Who will be on the account – and why have they been choosen? Answer all their questions, follow all the procedures set forth in the RFP and make your package snazzy, short and readable.

See Carol’s article: “Creating the Perfect Pitch,” Strategies: The Journal of the Legal Marketing Association, August 2004 [with Linda LaBrie]

Do You. . . .
           Research the RFP company carefully before you begin to answer their            questions?
           Write to be read – clear, concise, focused, on point?
           Hold a debriefing whether you win or lose?