Category Archives: Proposals

Stop! Should You Really Submit that Proposal?

  By Scott D. Butcher, FSMPS, CPSM Note: this blog post originally appeared as a LinkedIn Article as “Proposals: Red Flags and Dirty Tricks.” If you’ve spent any amount of time creating proposals, then you’ve undoubtedly seen all sorts of questionable behavior by proposal requestors. Sure, they send out an RFP (or post it online), […]

Stop Tracking Your Hit Rate the Old-Fashioned Way!

by Scott D. Butcher, FSMPS, CPSM Ah, the hit rate. The much-maligned, quasi-useful metric by which many firms live and die. Also known as win rate, this is a very simple formula to judge the “success” of marketing efforts. The SMPS Foundation recently published Measuring for Success: A Look at Hit Rates & Other KPIs […]