Define your opportunitiesIf you can’t do it well, don’t bother with it. It’s taking you away from what you should be doing.

Planning is a big dealClear thinking leads to clear writing. Thinking first leads to better, simpler, clearer, faster writing that is more likely to win. Shorter proposals, too, and nobody wants to read a long one.

CustomizeWhen you’re the buyer, you can spot a generic proposal from a mile away. So can your customer. Talk to his concerns.

Write the bidIt’s labor intensive, but it shouldn’t be all that mentally strenuous because of the work you did before you started writing.

Know the value of editingProofreading isn’t the most important step, but it does matter. Mistakes damage your credibility and make the prospect wonder if you’ll be equally careless if you work on their project. Don’t look stupid.