O'Reilly logo

Improve Your Business Communication (Collection) by Natalie Canavor, Terry J. Fadem, Claire Meirowitz, Jerry Weissman

Stay ahead with the world's most comprehensive technology and business learning platform.

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, tutorials, and more.

Start Free Trial

No credit card required

Truth 31. Well-crafted proposals win

Two technology companies regularly apply for government defense contracts by responding to RFPs (requests for proposals). One reaps a modest ratio of success. While the executives usually voice a “win some, lose some” attitude, they are always surprised when a bid fails, because “our engineers are the best in the business.” The second company lands a steady stream of contracts, some of which are a distinct reach. What’s the difference in how the companies bid?

Company #1 leaves the proposal preparation to those who understand the specs and the work. Company #2, while basing the content on its engineers’ input, delegates the writing to a small cadre of managers who write skillfully.

Good proposals win; it’s ...

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, interactive tutorials, and more.

Start Free Trial

No credit card required