In our series covering the Seven Deadly Proposal Sins started last year, we have discussed the first four: Pride, Gluttony, Greed, and Envy. These covered the common mistakes and misconceptions we have come across throughout our work as business development...
In our series covering the Seven Deadly Proposal Sins, we have discussed the first three: Pride, Gluttony and Greed. The articles cover the common mistakes we come across throughout our work as business development consultants. Committing one or more of these sins is...
This seven-part series is based off of the most common proposal mistakes that we see throughout our work. In our first two parts we discussed the sins of Pride and Gluttony. Committing one or more of these proposal sins is the surest way to lose a bid while wasting...
In Part 1 of our seven part series on the Seven Deadly Proposal Sins, we covered Pride, which is often synonymous with incumbentitis. Thinking that “the customer loves us too much to lose,” underestimating the competition, and developing proposals that are...
Olessia and I recently spoke at the 2014 NCMA World Congress on proposal quality control. As we were working on the presentation, we started talking about the common proposal flaws we keep encountering on our clients’ proposals. We came up with the seven deadly...
Training your operations people to be business developers reminds me a lot of patrolling in Afghanistan. On a patrol, security is everyone’s job, but it’s not everyone’s full-time job. Although the most experienced soldiers can better recognize something unusual, more...
