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 …
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 …
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 …
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 …
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 …
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 …
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 …
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. …
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 …