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July 12, 2007

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David Kutcher

More often than not, I believe our success rate in proposals has nothing to do with our proposal (or how it's written), but on whether we were able to find a RFP that was simply a good fit for us. The proposals we've lost were the ones where we really tried to get a project that on paper looked like it wasn't a good fit for us; not that we couldn't do an amazing job on the project, but we just weren't the best looking firm for the project. Our trick: get more RFPs and be selective in the ones your respond to. To that end, I created the RFP Database (http://www.rfpdb.com) as a place where companies can discard their refuse RFPs (or list them if they wrote them) and where you can find new RFPs to bid on.... the concept of "one man's junk is another man's fortune".

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