Top 10 reasons why proposals fail

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..

About: Marijn

Marijn Somers (MVP) has over 12 years experience in the SharePoint world, starting out with SP2007. Over the years the focus has grown to Office 365, with a focus on collaboration and document management. He is a business consultant at Balestra and Principal Content Provider for "Mijn 365 Coach" that offers dutch employee video training. His main work tracks are around user adoption, training and coaching and governance. He is also not afraid to dig deeper in the technicalities with PowerShell, adaptive cards or custom formatting in lists and libraries. You can listen to him on the biweekly "Office 365 Distilled" podcast.

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