Month: November 2019

Prospecting in Sales

The sales process outlines the steps to find potential customers, close the sale, and retain clients for repeat business and referrals in the future. The sales process includes the stages of prospecting, preparation, approach, presentation, handling objections, closing and follow up.

Reasons Why Companies Lose Winnable Contracts

Companies losing proposals is a common phenomenon but the doom lies in placing the blame on traditional reasons without a proper analysis to understand where you got it wrong.  Unsustainable customer approach, flawed price structures, and incompetent personnel are the common cans to put your blames on.  

Value Proposition

Value Proposition is a statement that specifically addresses how aspects of an offer positively affect a customer’s business. It should provide customer-specific statements that are quantifiable and describe tangible and intangible value. It offers clients something they want and gives them a good reason to choose you over your competitors.

Mistakes To Avoid In The Proposal Development Process

Small businesses take additional efforts to increase their chances of bagging the bidding proposals for government contracts. But amongst the battle to align things perfectly,  minute details of prime importance often go unnoticed at the expense of losing the proposals. Here are some tips to revise before you start preparing for your bidding proposal.

Proposal theme statements

Proposal theme statements are section-, topic-, or paragraph-level elements that appear in a consistent place and style throughout your bid. The best theme statements tie benefits to features and address customer issues. The Proposal Themes are  Important because well-written themes provide clear and convincing reasons for capturing the attention of evaluators.

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