Research and Business Development: Two Key Components for Proposal Success

Photo adapted from “Stockholms Stadsbibliotek” by dilettantiquity (Flickr, Creative Commons).

Having written more than 700 business-to-business proposals during my career, I’m fortunate to have numerous examples to share illustrating ways in which doing research benefits the sales process. The take-home message of this article is clear: To the extent that you have time, you should research all you can about each and every sales opportunity your company is



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