Persuasive Business Proposals: Writing to Win More Customers, Clients, and Contracts

Methods: Incorporating Best Practices

If your proposal center has clearly defined processes that enable the entire team to understand a customer’s needs and requirements fully, your center will be seen as a professional unit focused on business development. If it has processes that it consistently follows that control how a proposal gets printed and bound, it will be seen primarily as a production shop. Obviously, both kinds of processes are important, but in my experience proposal teams usually ignore the importance of the first kind, those that are directed outward toward the deal.

To operate efficiently and effectively, a proposal center must be based on a solid process model for handling opportunities and collaborating with the rest of the ...