Tom B.
Federal Proposal Strategist & Senior Contributor at ExcelaDoc
Articles by Tom B.
How to Build a Go/No-Go Decision Framework for RFP Opportunities
Not every RFP is worth chasing. A structured go/no-go framework helps your team make better bid decisions faster — protecting capacity for the opportunities you can actually win.
Read Article →Past Performance That Actually Wins: How to Write Proposal Reference Examples That Score Points
Most contractors treat past performance as a filing exercise. Here's how to write reference examples that actually score points with evaluators — not just check boxes.
Read Article →Compliance Matrix Mastery: How to Build a Requirements Traceability Matrix for RFP Proposals
Most proposals don't lose because the team wrote poorly. They lose because someone missed a requirement. A compliance matrix prevents that.
Read Article →Proposal Content Library System: Organize Reusable Content for Fast RFP Response
60–80% of proposal content is reusable. Yet most teams rewrite it from scratch every time. Here's how to build a content library that actually works.
Read Article →How to Write a Proposal Executive Summary That Wins: A Section-by-Section Breakdown
Executive summaries are where proposals are won or lost at the margins. Here's the 7-part structure that consistently produces strong results.
Read Article →The Win Theme Playbook: How to Develop Compelling Differentiators for Proposals
When every competitor has similar capabilities, how do you stand out? This playbook walks through developing win themes that are genuinely differentiated and defensible.
Read Article →Building a High-Performing Proposal Team: Roles, Responsibilities, and Collaboration Best Practices
The size of the team rarely determines the quality of the proposal. What determines quality is clarity — who owns what and who makes decisions when time runs out.
Read Article →Stop Writing Proposals. Start Winning Them.
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