Blueprints and proposals

Proposal documents are guessing.

Blueprints are knowing.

A good proposal tells you what a vendor thinks you want, without due-diligence nor an appreciation for how the work fits into a larger system. A blueprint is what your audience wants, that anyone who has the blueprint can build.

Build the blueprint to their appetite and the proposal comes along for the ride, while being built to solve problems, rather than to merely close a deal.

If you got into your industry for more than closing deals, to make a difference, consider building blueprints, not proposals.