What exactly does that mean? Be optimize specific. What exactly does that mean? Be holistic specific. What exactly does that mean? Be synergistic specific. What exactly does that mean? Be robust specific. Weak words these weaken the bidder’s argument – and cause doubt in the minds of evaluators Don’t use Use Who cares? The customer doesn’t care what you think. Take whatever we believe, think, or feel you were about to say, turn it into a positive action, and state the benefits to the customer. Customers don’t want you to try, we will strive, try, or attempt they want you to deliver. This is just another way of saying how you feel and talking about we would be honored yourself instead of making it about the customer. Of course you are! Does that phrase we are pleased to submit do anything other than waste the evaluators’ time and attention? Customers don’t want your we are committed commitment, they want results. This is like saying it’s your greatest our highest priority intention. we can provide Either you provide it, or you don’t. Too vague. State what you are we are involved in doing. This is just another way of stating our mission is to your intention. Of course you do! But, your proposal we desire your business should not be your needs, it
optimize What exactly does that mean? Be specific. holistic What exactly does that mean? Be specific. synergistic What exactly does that mean? Be specific. robust What exactly does that mean? Be specific. Weak words – these weaken the bidder’s argument and cause doubt in the minds of evaluators Don’t use Use we believe, think, or feel Who cares? The customer doesn’t care what you think. Take whatever you were about to say, turn it into a positive action, and state the benefits to the customer. we will strive, try, or attempt Customers don’t want you to try, they want you to deliver. we would be honored This is just another way of saying how you feel and talking about yourself instead of making it about the customer. we are pleased to submit Of course you are! Does that phrase do anything other than waste the evaluators’ time and attention? we are committed Customers don’t want your commitment, they want results. our highest priority This is like saying it’s your greatest intention. we can provide Either you provide it, or you don’t. we are involved in Too vague. State what you are doing. our mission is to This is just another way of stating your intention. we desire your business Of course you do! But, your proposal should not be your needs, it
100-Words-to-Avoid-in-Proposals-Lohfeld-Consulting-Group2.docx