The proposal is the very last stage of the sales process. It is the confirmation of what we have already agreed during our discussions with the client. If you make the proposal too early in the [...]

In the previous posts I have stressed that the proposal is the very last thing to do and that it is essentially just a confirmation of what we have already agreed verbally with the client – [...]

In this series of posts I am sharing why at the beginning of my consulting career I lost too many proposals and what I have done to fix it. There are several reasons why I am winning more [...]

Writing proposals is time consuming. Writing customised proposals is even more time consuming, but they are also much more effective. However, writing proposals that do not lead to business is [...]

I help information technology companies become global market leaders. None of my clients’ situations are the same.  There are similarities, but no two situations are identical. Therefore, [...]

I have written proposals for over 35 years. It started in 1977 when I graduated from university and landed a job working for the Danish government. I was very fortunate in getting a job where I [...]