Telling ghost stories about another bidder, or ghosting as it is now more prosaically known, is a method of casting doubt in the minds of the evaluators over the solutions, approaches and track records of competitors, without naming them. Ghosting draws attention to their weaknesses and provides an opportunity for bidders to emphasise their own […]
Marathon winners are like winning bid managers… They know the competition inside out They’ve thought through every single item of kit they might need and trained with it They’ve trained in all weather and terrain They’ve already run over 1000km just to get to the start line They have a professional coach and a full […]
Storyboarding is a planning process used to create a visual summary of the structure and major elements of a proposal. The storyboard should be created before writing commences, the degree of complexity reflecting the scale and scope of the proposal. Pricing quotes for repeat business for an existing customer does not normally require this level […]
An organisation’s ability to manage proposals increases as it adopts best practice. Reviews are used by best-in-class organisations to win business more effectively, efficiently and economically, with less risk. So how do reviews reduce risk? Risk 1 Investing resources in bids that you can’t win. Evidence Win rates are < 50%; you win smaller […]
