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cloud, legacy enterprise apps and pre-sales

Why proposals matter (Proposals part I)

I’m going to write a little over the next few months on proposals, how to craft them (because it is a craft), why you should bother, and what you should include in them. I’ve been fortunate enough to attend a few courses on this, Shipley for instance, I’ve had to own them and I’ve had to contribute to them in various roles over the last few years. A good proposal needs to do a few different things, it must be customer-centric; it must include the value proposition; and it must not be original.