On RFP response quality, expiring claims, and what actually separates a won proposal from a lost one.
Most post-mortems on a lost or flagged RFP blame the writing. The actual failure is almost always a claim that was true when it was first written and stopped being true sometime before submission.
Read the post →Most teams collect win/loss reasons and then never touch them again. Here's what changes when that data actually feeds back into what gets drafted next time.
Read the post →The number of security questionnaires isn't the issue — most of them ask overlapping versions of the same forty questions. The issue is that nobody's reusing the answer, verified, from three weeks ago.
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