I like participating in the discussion group we have on LinkedIn, because it helps keep me focused on solving the problems that people encounter when developing business and writing proposals. Recently I participated in a discussion where it seemed like no matter which direction the discussion went, it was a topic I had already written an article about some time in the past. Since I've probably written more than 500 articles on the subject, maybe that shouldn't be a surprise. But it still felt strange — like I was responding with pages of material instead of a short comment, and doing it over and over, at the risk of unbalancing the discussion.
But the experience helped me realize that while CapturePlanning.com has addressed the process of winning business in a single integrated document, we haven't integrated all the material we've written about the issues that people face (as opposed to the sequence of steps they should follow) in one place.
So here are 40 links addressing 17 of the most frequent issues people face. It ends up being a nice long list, with enough material to fill a book. Maybe one of these days we'll get around to publishing it in that form. But for now, the articles are free of charge and can help you solve problems and prevent you from having to reinvent the wheel.
Our recommendations for solving the following problems:
How can I get people to follow the process?
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What should we do before the RFP is released?
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How can we make better Bid/No Bid decisions?
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How can I tell if it's wired for someone else?
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How many gates should your BD process have?
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How can you differentiate yourself from the competition?
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Small Companies vs. Big Companies
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What should I look for in a bid search tool?
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How can I improve my current process?
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What should I write about?
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How can I write better and more persuasively?
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How can I achieve a better quality proposal?
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Win Rates
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Roles and Responsibilities
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How many and how long?
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Boilerplate: Yes or No?
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How can I succeed under adverse circumstances (also known as "cheating")?
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Please also visit our group on LinkedIn so we can discuss these topics
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