Some of our clients find they need help to update their proposal writing strategies, especially when they are seeking to enter new niche markets or make other changes in the way they market their services. These assignments are always unique, and the conditions reflect the values of the firm’s leadership. PSMJ reviews current strategies and assumptions, compares those to what we know about current markets, and provides advice on how to better “tap into” current market expectations.

There are four common mistakes that design professionals make when writing proposals, which nearly always result in otherwise good proposals being downgraded or discarded. They are:

1. Hiding from risk
2. Preaching to the choir
3. Failure to understand the client’s business
4. Failure to check all the boxes

Answers to the questions we’ve heard on these topics give you our perspective.