Automated Marketing Campaigns: An Immodest Proposal
Customer Experience Matrix
DECEMBER 2, 2015
Now you have a system that is organically evolving the timing of multi-step campaigns – and, better still, adapting that timing to behavior of each individual. I wrote last June about replacing traditional multi-step campaigns with a system that tracks customers through journey stages and executes short sequences of actions, called “plays”, at each stage. plays”)?
10 Best Professional Services Proposal Tips
OCTOBER 26, 2015
Forget What You Think You Know About Professional Services Proposals. And true, there may be some circumstances where you still want to be rigid about how you organize your response (for instance, if you are addressing highly regulated government procurements). Submitting a "me too" proposal encourages reviewers to select the lowest bid. Organize for easy skimming.
Requests for Proposals (RFP), the Drinking Game
MARCH 8, 2011
x2 if the payment terms exceed 60 days finish your drink if they state that they'll pay you only if they like the finished product and it exceeds their expectations The RFP is due the day before a holiday x2 if it is due the day after a holiday x3 if the RFP is due on a day that the RFP says that their office will be closed You learn about the RFP the day before proposals are due x2 if you end up pulling an all-nighter to finish the proposal x3 your boss tells you "winning this RFP is a must!" * Please drink responsibly. More Request for Proposal articles can be found here.
Creating Skimmable Proposal Content
MARCH 11, 2014
Making your proposals skimmable and easy to navigate is the competitive advantage that no one is talking about. Yet the A/E professionals I talk to broadly agree on two things: (1) that clients don''t read but skim their proposals and (2) that their proposals aren''t very skimmable. Imagine you only had two minutes to verbally summarize the essence of your proposal.
Not all Requests for Proposals are worth a proposal
OCTOBER 13, 2008
In an earlier article we wrote about how you could increase your RFP win percentage by being selective about the Requests for Proposals that you choose to respond to. Writing a good proposal can take an inordinate amount of time, and when time = money, proposals can be expensive propositions. So how do you know when is the right time to sit down and start writing a proposal response to a RFP? An honest organization will answer you if you ask them innocently "Is your existing vendor being invited to submit a proposal?". analyze the answer carefully.
Dust Off Your Old Sales Proposals – You May Find a Vein of Gold
Sales Prospecting Perspectives
JUNE 5, 2013
Your file of prior proposals to your existing customers may be an excellent source of new business. The result should be a proposal that addresses more than one issue and one recommendation. meaty, consultative proposal will cover four or five things prospects can do to fix problems they face, with a variety of options to consider and ways to get started. Has revenue suffered?
Overwhelmed by Email? Here Are 11 Great Tools for Organizing Your Inbox
NOVEMBER 30, 2015
Luckily, there are a lot of tools out there that can help us get more organized. In this post, we'll go through 11 of our favorite tools for organizing your inbox. 11 Tools for Organizing Your Inbox. 1) Unroll.me. This can be helpful for anyone working on proposals, tasks, or support tickets. Which tools do you use to organize your inbox? Price: Free. Price: Free.
Organizing the Sales Effort
DECEMBER 18, 2014
For those of you who still see the need to rethink how you pursue new work, let me suggest a new year''s resolution—get your sales effort better organized. You might want to refer to the Sales Funnel as a way to think about organizing your sales force. Focus on sales activities, not proposals (you want to avoid mistaking proposal volume for productive sales efforts).
E-Quip Blog: Proposal Planning Questions
MARCH 18, 2011
Proposal Planning Questions. If youre poring over the Request for Proposals trying to learn what the client really wants, youre looking in the wrong place. Ive yet to see an RFP that provided the most important information I needed to write a winning proposal. Yet amazingly, many proposals are prepared with little more insight than what can be gleaned from the RFP.
6 Time-Saving Business Tools to Help You Get Organized
FEBRUARY 3, 2015
Getting ( and staying ) organized is a goal for many busy small business owners juggling multiple tasks with limited time. Here are six online tools you can use to organize all your business needs, and make this your most productive and time-savvy year yet. 1. Each note card offers a color-coding option, allowing you to rank it by priority and proposed deadline.
11 expectations to have from a great SEO proposal
NOVEMBER 24, 2014
SEO is the approach to optimizing a brand’s web presence for organic search including the website, social channels, blogs, articles, and press releases. One way is to ask for a proposal. Fortunately, there are ingredients that distinguish great SEO proposals. What makes a great SEO proposal? Keyword Research is a foundation to an SEO proposal. How do you know?
5 Ways AEC Marketing Professionals Can Make an Impact on an Organization’s Bottom Line
DECEMBER 22, 2015
Traditional thinking leads even more priority and support placed on an organization’s technical and operations professionals: the ones that traditionally get the acclaim for doing and delivering the work. Traditional thinking also relegates marketing professionals to the role of support—and often to that of proposal machines. It’s a hyper-competitive marketplace.
What is a RFP, where to find them, and are they relevant?
MAY 13, 2013
Requests for Proposals (RFPs) can be an invaluable source of new business for your company as long as you know what they are, where to find them, and how to make strategic decisions regarding them. This doesn''t typically apply for private companies or non-profit organizations, who are under less restrictions and might not publicly post their RFPs to their website. What is a RFP?
E-Quip Blog: What's Wrong With Your Proposals
APRIL 18, 2012
Whats Wrong With Your Proposals. Ive had the opportunity to look at hundreds of proposals from engineering, environmental, and architectural firms over the years. suspect that your firms proposals also share at least some of the following common deficiencies: Lacks client focus. The client, not your firm, should be the centerpiece of your proposal. Labels: Proposals.
Savvy Speaks: How Do You Stay Organized?
Savvy B2B Marketing
OCTOBER 5, 2011
How do we stay organized? The other two tools I use are Evernote (to capture and organize ideas and references) and Viewpath (a free, online project managment software that includes all the bits of Microsoft Project's feature set that I like without the stuff I never use). Any phone numbers I might need, outlines, proposal details, etc. We Savvy Sisters are BUSY. Michele.
E-Quip Blog: Taming the Proposal Monster
JANUARY 31, 2011
Taming the Proposal Monster. Does your firm write too many proposals? call it the "proposal monster" because the lure of the latest RFP often wields more power in the office than the firms strategic priorities. Many firms spend the bulk of their business development time on writing proposals. So how can you tame the proposal monster? Taming the Proposal Monster.
How Can I Justify The Budget for a Proposed Alinean Value-Based Tool Project / Proposal?
The ROI Guy
SEPTEMBER 12, 2011
A business case is an important element to any purchase decision, and we understand the need for you to: Make sure the investment in interactive smart content and value-based sales tools will reap tangible benefits and bottom-line impact for your organization, C ommunicate the benefits to senior executives and other stakeholders Establish a baseline on anticipated improvements, so we can help you definitively track the success of the investment post-deployment. Overview of the Benefits – a downloadable white paper that explains the benefits and research.
eLearning 2.0 Technologies and Concepts: Start Pages as Environments for Self-Organized Learners
Buzz Marketing for Technology
JUNE 27, 2008
Start Pages as Environments for Self-Organized Learners. Start Pages as Environments for Self-Organized Learners. At the conference EduMedia 2008, TENCompetence Special Technology Track "Technology Support for Self-Organized Learners" I presented my ideas and gained experience with Start pages and their possibilities for building the learning and research environments for Self-organized learners. The comparative analysis of fourteen start pages is performed according to a proposed methodology. Start Pages as Environments for Self-Organized Lea. Malinka.
10 Steps to Revolutionizing Your Rainmaking
JANUARY 12, 2015
We focus on identifying leads, tracking RFPs, and writing proposals. This is more easily accomplished when you recognize how the varied skills across your organization could be applied to winning new work. Increase your win rate by doing fewer proposals. Most firms submit too many proposals , pursuing opportunities they really have no chance of winning. Radical ideas?
Search Traffic Declining? You’re Not Alone (and What to Do About It)
SEPTEMBER 9, 2013
If your website traffic from organic search has fallen over the past year, take some small solace in knowing you’re not alone—in fact, you’re in good (if not happy) company. ” Organic search visits have fallen significantly to A-list publishers like Time , Sports Illustrated , Us Weekly and Rolling Stone. Image credit: Young Digital Lab. But what does it mean?
Why normal people do not trust SEO people
AUGUST 13, 2015
If you look closely, you will see the telltale authorship of an search marketing book, the training courses on search marketing, the membership in SEMPO (the search marketing consultants’ organization), and probably a lot more. Being at the top left of Google (#1- #3 organic positions) is the best thing you can do for your company's website traffic and online reputation.
Proposal Specialists Need a Bigger Role
JULY 9, 2014
Working on a proposal for many technical professionals is a distraction from the billable work they prefer. The technical write-ups in most proposals I see look like an afterthought. Instead, a generic rehash of another proposal''s writeup too often suffices. Who cares enough to raise the bar for proposal quality? Many firms have proposal specialists who by job description should want to push for improvement—and most I meet indeed do. They may go to conferences or read articles about proposal best practices. Business Development Proposals
How and where to advertise your Requests for Proposals (RFP)
JANUARY 11, 2010
An important part of the Request for Proposals process is the distribution strategy that you use for disseminating your RFP. Without a good distribution strategy you likely won't receive the proposals you need to make your process competitive and in line with your project goals. The primary one you need to worry about is the distribution requirements of your organization or agency; those requirements might dictate the methods you need to employ for distribution and advertisement. best practices request for proposal publicity b2b procurement business
Writing Effective Proposal Resumes
SEPTEMBER 26, 2013
Several months ago, I reviewed an engineering proposal that weighed in at 34 pages (not bad), plus another 38 pages of resumes (ugh!). So the challenge is to write proposal resumes that serve their intended purpose, and nothing more. Whatever projects you feature in your proposal should be well represented among the resumes included. Or do they?
Why brands need a different kind of content.
JULY 25, 2016
While the increasing monetization of Social Media platforms as ad revenue streams results in fewer opportunities for personalized conversions from brands, and ever higher cost, we are forced to search for new content venues to gain lost organic reach. So, for those still practicing Coupon Content marketing exclusively, I’d like to propose a different path. That of a Content Annuity.
The Second Layer of Web Sales Success
JULY 23, 2012
Ever since the mid ‘90s, marketing specialists, business analysis organizations and anyone else having a formal business training needed answers to predict, control and exploit customer’s behaviour towards the new artificial presence that websites delivered. No matter what’s proposed by these service providers, it’s very likely that HIGHLY COMPETITIVE BUSINESS OFFERS won’t be in the lot.
The Long Tail of Blogger Outreach
OCTOBER 4, 2011
That’s fair enough, and surely a common question, and a question we must address close to the beginning of every sales call we make at Abraham Harrison , when we propose blogger outreach to a prospective client. There are only a finite number of members of every organization’s email list. Image via Wikipedia. I had breakfast with John Bell of Ogilvy a number of years ago.
9 tips for running a considerate procurement RFP process
JANUARY 14, 2010
Be upfront with bidders Creating a winning proposal can cost thousands, even hundreds of thousands, of nonbillable work within a company. Speak with one voice When you receive a proposal you expect it to be well-written, concise, and a meaningful response to your RFP. These different voices make reading and comprehension difficult, and can result in a proposal that is just as mixed in its messages. 3. This often manifests itself through projects being canceled after proposals have been received because no decisions can be made. 5. We changed the.
RFPdb has opened its archives of old RFPs for free
MARCH 13, 2012
If you are searching for historical RFPs, or examples of RFPs to use in creating your own RFP, you now have free access to approximately 66,000 Requests for Proposals. Our goal in making this database repository public is to aid in the creation of new Requests for Proposals. It is our hope that by providing this data we will aid in the advancement of Requests for Proposals "Best Practices" and more efficient procurement practices. Confluent Forms' articles on Requests for Proposals can be found here.
3 Reasons Why Your Content Isn’t Converting
FEBRUARY 16, 2016
This not only involves including a search bar within your blog or resource center, but also means that your content should be strategically organized to meet your goals. Organize your content strategically. Organize your content according to how people are going to search for it. You probably wouldn’t propose on a first date. You understand the value of content. Context!
The Rise of Intelligent Organizations in the Age of SaaS 3.0
FEBRUARY 29, 2016
This new challenge can only be met with a new type of engineering organization – an Intelligent Organization. An Intelligent Organization. To the right you’ll see an example of one of the most famous Intelligent Organizations ever constructed. This notion of self-improvement is the most important aspect of the Intelligent Organization. A SaaS 3.0 challenges.
Organizing the Sales Effort
SEPTEMBER 6, 2008
The specific strategy varies by firm, of course, but I've found that most firms benefit from taking the following steps to organize their sales effort: Annoint your "sales force." In many firms, people's sales responsibilities are more implied than explicit. You might want to refer to the Sales Funnel as a way to think about organizing your sales force. Now that's not working.
A Walk Through a Broken Organization
Your Sales Management Guru
JANUARY 10, 2012
A Walkthrough of a Broken Organization. For the past 14 years I have been working all across North America and internationally, meeting, speaking and consulting with organizations of all sizes and areas of focus. The salespeople say things like: management always seems to dominate every opportunity; they’re always micro-managing what I do; the sales meetings are brutal, everything seems so disorganized; proposals are a joke; management seems to change what we do every 90 days; and they never seem to know what is going on. Vice President. Salespeople. About the Author.
How to sell your SEO strategy & get buy-ins across the enterprise
JULY 9, 2014
In this case you are proposing the development of an ambassador community in Q2, 2015. In your proposal you’ll want to highlight the advantages of user-generated content as part of a scalable long-tail SEO strategy. Craft your final proposal and share it with your team. Commerce Organic Search buy-in enterprise SEO seo strategy So how do we bridge this gap?