Words to avoid in proposals Crutch words used when writers don’t understand what to say – Never use the word in “understand” a proposal, other than in a section heading. To say understand your “we requirements” obfuscates any understanding and is, by definition, an unsubstantiated claim. On the We understand… other hand, if you say something insightful about how you will fulfill the requirements, the reader will see that the bidder understands the requirements. Understanding should be demonstrated, not claimed. is a word that some “Leverage” writers use when they know there is an advantage to be gained, but they don’t know how to do it. Explain Leverage our experience… rather than infer. Do not use “how” in proposals unless you “leverage” are talking about a mechanical lever and fulcrum. Means, are desperate for your “We Thank you for the opportunity… business and don’t really belong in the market.” Just provide a call to action. If the RFP allows it, simply state when you will contact them to schedule an oral We look forward to… or finalist presentation. Make sure to follow the timeline addressed in the RFP. Boasting words these exaggerate or overstate facts, – causing loss of credibility This is overused and is probably not state-of-the-art credible. the right choice Prove it. uniquely qualified, unique, very Prove it. unique best of Prove it.
Words to avoid in proposals Crutch words – used when writers don’t understand what to say We understand… Never use the word “understand” in a proposal, other than in a section heading. To say “we understand your requirements” obfuscates any understanding and is, by definition, an unsubstantiated claim. On the other hand, if you say something insightful about how you will fulfill the requirements, the reader will see that the bidder understands the requirements. Understanding should be demonstrated, not claimed. Leverage our experience… “Leverage” is a word that some writers use when they know there is an advantage to be gained, but they don’t know how to do it. Explain “how” rather than infer. Do not use “leverage” in proposals unless you are talking about a mechanical lever and fulcrum. Thank you for the opportunity… Means, “We are desperate for your business and don’t really belong in the market.” We look forward to… Just provide a call to action. If the RFP allows it, simply state when you will contact them to schedule an oral or finalist presentation. Make sure to follow the timeline addressed in the RFP. Boasting words – these exaggerate or overstate facts, causing loss of credibility state-of-the-art This is overused and is probably not credible. the right choice Prove it. uniquely qualified, unique, very unique Prove it. best of Prove it.
100-Words-to-Avoid-in-Proposals-Lohfeld-Consulting-Group2.docx