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Proposal writing

Know your customer

Do You Know Who Your Customer Is?

March 21, 2021January 30, 2021 by nicolaas

One of the most important aspects of selling is to know your customer. Whether it is to high-tech or other business-to-business customers. It is, therefore, the more surprising to see that there are so many companies that have a ‘step-child …

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Categories Aerospace & High-Tech Marketing and Sales, Proposal writing
Technical Writing

Technical Proposal Writing in High-Tech is an Art

March 14, 2021January 17, 2021 by nicolaas

Technical writing is an art. Or at least a craft. An activity for which you need training, experience, and excellent skills. Especially when it comes to the technical parts of proposals and contracts, service level agreements (SLA), and requests for …

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Categories Proposal writing
Unique value proposition

Customers Decide Whether Your Value Proposition is Really Unique!

March 14, 2021December 28, 2020 by nicolaas

In the past few days, I have been working on my unique value proposition for ContractExec. Every now and then it is good to revisit what you do and have on offer, and why customers would buy from you. In …

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Categories Proposal writing
unique value proposition development

Get Feedback on Your Unique Value Proposition!

March 21, 2021December 25, 2020 by nicolaas

Create Your Own Unique Value Proposition and Let Us Give It a Quick Check! Before creating unique selling propositions and starting to write your proposal you need to have a clear, robust, and unique value proposition in place. Especially for …

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Categories Proposal writing
non-disclosure agreement

Can I Disclose a Non-Disclosure Agreement?

April 3, 2021December 22, 2020 by nicolaas

If you work in high-tech or manufacturing you know that a non-disclosure agreement is quite often used to protect intellectual property, and prevent other parties from getting to know your business secrets or other sensitive or confidential information. So you …

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Categories Proposal writing, Contract negotiation
Deliverables

Contract Deliverables Versus Project Deliverables

March 14, 2021December 20, 2020 by nicolaas

Why is it important to distinguish between contract deliverables and project deliverables? Not clearly distinguishing between contract and project deliverables in your statement of work may lead to higher costs, liabilities and risks. My experience is this can gave major …

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Categories Proposal writing, Contract drafting
Business Proposal Template

Business Proposal Templates Increase Contract Value

March 7, 2021November 27, 2020 by nicolaas

Developing business proposal templates, if you don’t already have them, should be on the top of your agenda if you want to start improving your contract value lifecycle management processes. The main benefits of using templates are that they have …

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Categories Proposal writing
Proposal writing

High-Value, High-Tech Proposal Writing

May 19, 2021October 10, 2020 by nicolaas

Writing a proposal for highly complex high-value, high-tech, and high-risk industries like aerospace, defense, maritime, information technology, high tech industries is a big challenge. If you’re working in one of these businesses, you know that each business deal is different. …

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Categories Proposal writing, Featured posts
Identifying value leakages

A Well-Defined Statement of Work Leads to Higher Contract Values

March 14, 2021October 3, 2020 by nicolaas

The statement of work is the most important part of your contract. Over the last 30 years, I have seen thousands of scopes, statements of work, service descriptions, and technical specifications in proposals and contracts further detailing the ‘subject matter …

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Categories Proposal writing, Contract drafting

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