Ben Yoskovitz hits the nail on his instigator blog: Top 10 reasons why proposals fail.
Relevant to me because a large part of my job is writing such proposals.
I already know I suck at grammar and spelling (including the horrible dutch -dt errors)..So what are the other reasons?
1) They’re too long.
2) They don’t reference the prospect’s pain
3) They’re too technical
4) They’re not selling benefits
5) They’re not well structured.
6) They’ve got spelling and grammatical problems
7) They’re poorly formatted and packaged.
8) They’re missing testimonials and client references.
9) They’re missing a thank you.
10) There’s no call to action
Another personal one I would like to add: the person who writes the proposal doesn’t contact the prospect!
I know that when I contact the prospect by phone, I get a tons of useful info that is not in their RFP! Especially which parts they think is important, or which problem they try to solve..