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  • Writer's pictureIdeas at Dawn

The 3 most important Cs of Success in Proposals

Updated: Feb 3

If you have wondered how to increase your firm’s win ratio, then you must know it always comes down to 3 things: The Three Cs of Success in Proposals.


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If you have wondered how to increase your firm’s win ratio, then you must know it always comes down to 3 things. A proposal must be…


1. Compliant:

  • ​Organize the document by the RFP

  • ​Use your responsibility/compliance matrix to verify compliance and sequence

  • ​Respond to all requirements

  • ​Follow the proposal instructions, evaluation criteria, contract special requirements, and statement of work elements

  • ​Use client conventions—like numbering system, terminology, and nomenclature


2. Comprehensive (Show the owner what they’re buying)

  • Show them you understand their goals and needs while simultaneously showing your value and benefits to the owner 

  • Communicate your discriminators and win themes


3. Compelling (Owners buy experience, not ability)

  • Incorporate your experience, address client hot buttons, and show you know what’s important and why

  • Proposal-specific management and technical approach with proofs included – not “trust me” jargon

  • ​Don’t forget to discuss issues, features, benefits, and proofs explicitly


And that’s how you win more work with proposals.


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If you want more tips on how to win work, take advantage of a FREE strategy call with me. You can schedule it right here: https://letsmeet.io/ideasatdawnaecsolutions/are-we-a-fit

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