We all want to win the proposals we send but it doesn’t happen. Here are 2 reasons that you don’t win proposals.
1. You never talked to the buyer
You just talked to the peon that got sent out to collect proposals and they really don’t know what the economic value is of the project. All they can do is say NO, they have no authority to actually approve the spend and don’t think of the business as a whole
2. You stopped asking questions to soon
If you are actually talking to the proper buyer then you probably stopped asking questions to soon. You looked at the project and took the value as the final deliverable without really probing for the actual business problem it solves. Nor did you look further and see what solving this problem would yield in value for the prospect.