To Propose or Not to Propose: 5 Reasons You Should NOT Write a Proposal

I was working with a client on their proposal strategy for a big project, and we were discussing the competition.  I wrote competitor names up on the board and asked the team which of these firms would likely be submitting proposals. One of the team members asked me, "Why wouldn't they all submit a proposal?"

In my work with organizations submitting proposals, I have found there are 5 reasons to not submit a proposal.  I shared these lessons learned with my client, and it immediately gave everyone pause.  No one in that room had stopped to consider if they should be writing this proposal either. 

It turned out submitting the proposal was the right thing for my client - but how do you know if submitting a proposal is right for you? 

Read on for my top 5 Reasons on why not to write a proposal, especially if you want to know how to win federal and other government contracts.  If you want help assessing a Request for Proposal (RFP), you can download our FREE Assessment Tool.

Want to Win More Work? Write Less Proposals.

 

Winning Proposals...It's a Marathon

You spend a lot of time building relationships with potential clients, wooing them, showing them you are an expert in your field.  Then you write a proposal, and don't land the work. Are you defeated? Do you stop writing proposals? If you have been through this, you know that there is a difference between writing a proposal, and winning proposals and landing work.  Winning proposals takes strategy. Proposal Strategy is an investment in time, but the payoff is an increase in your win-rate or even finally landing that client that you’ve been pursuing for years.  The most successful firms know that winning proposals is a marathon, not a sprint.

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