Context is king

Thoughs on AI and pre-sales. Practical tips for building AI-driven sales teams and organizations.

Filtres

The Binary Choice: Why Your RFP Strategy Must Be All In or All Out

Strategic RFP pursuit requires binary thinking: companies achieving 25-35% win rates have abandoned the lukewarm middle for disciplined all-in processes or strategic all-out approaches, while those treating proposals as a side hustle remain trapped at 5-7% success rates—costing millions in missed opportunities and wasted resources.

Edouard Reinach•31 octobre 2025

Beyond "Proven Track Record": How to Build Proof Architecture That Wins More RFPs

Strategic proposal professionals reveal why "proven track record" claims fail with evaluators and introduce Proof Architecture—a methodology for integrating evidence throughout RFP responses that transforms generic proposals into compelling, credible narratives that consistently win more deals.

Edouard Reinach•30 octobre 2025

Beyond the Contact Name: How to Find and Influence the Real RFP Decision-Makers

Discover the systematic approach to identifying and reaching the real power players behind every RFP—the budget holders, technical evaluators, and executives who actually make decisions while your competitors waste time on procurement contacts. Learn proven LinkedIn reconnaissance techniques, coalition-building strategies, and stakeholder mapping methods that transform RFP win rates through strategic relationship building rather than generic proposal blasting.

Edouard Reinach•30 octobre 2025

The Business Guardian Framework: How Pre-Sales Can Win Deals That Actually Succeed

Discover why the most successful pre-sales professionals secretly protect their companies from the very deals they help win. Learn the Business Guardian Framework that balances sales support with delivery reality, turning solution architects into strategic assets who close deals that actually succeed long-term.

Edouard Reinach•30 octobre 2025

The Complete Buying Committee: How to Address All Five Decision-Makers in Your Next Proposal and Triple Your Win Rate

Discover why 80% of well-crafted proposals lose deals—and how identifying the five invisible decision-makers in every enterprise buying committee can triple your win rate. Learn the stakeholder mapping strategy that transforms RFP responses from generic pitches into targeted business cases that speak to functional buyers, financial gatekeepers, strategic visionaries, business beneficiaries, and procurement guardians simultaneously.

Edouard Reinach•30 octobre 2025

Beyond the AI Proposal: Why Oral Presentations Have Become the Real Decision Point in Government Contracts

Government contractors are quietly adapting to a new reality: as AI transforms proposal writing, procurement teams have shifted real decision-making power to oral presentations. This isn't just about presenting your solution—it's about proving human authenticity in an increasingly automated bidding landscape. Discover why traditional presentation prep fails, how virtual formats created an unexpected arms race, and what buyers are really evaluating when they watch your team interact under pressure.

Edouard Reinach•28 octobre 2025

Repenser la gestion des propositions : Comment l'IA transforme les équipes en conseillers stratégiques

Découvrez pourquoi les équipes de proposition de premier plan atteignent des temps de développement 60 % plus rapides, non pas en automatisant la rédaction, mais en réimaginant fondamentalement leur rôle. Alors que la plupart des organisations considèrent l'IA comme un outil de productivité pour les flux de travail existants, les équipes d'élite se transforment de producteurs de documents en conseillers stratégiques. Apprenez les trois piliers qui distinguent les gains marginaux d'efficacité de la transformation compétitive, et pourquoi la vraie question n'est pas de savoir si l'IA peut écrire de meilleures propositions, mais ce qui devient possible lorsque votre équipe cesse entièrement le travail mécanique.

Edouard Reinach•28 octobre 2025

Why the Government Now Sees Your Technical Genius as a Performance Risk

Federal evaluators now explicitly flag dominant SMEs as performance risks in procurement decisions. Technical brilliance without collaborative skills isn't just insufficient for winning government contracts—it's actively documented as a liability that costs firms millions in lost opportunities.

Edouard Reinach•27 octobre 2025

Why Elite Pre-Sales Engineers Are Worth Fighting For: 5 Non-Technical Behaviors That Close Enterprise Deals

Discover why the highest-performing pre-sales engineers aren't necessarily the most technical—and the five behavioral strategies that consistently separate star solutioneers from average performers in enterprise deal-making. Learn how top performers achieve 40% higher win rates through stakeholder mapping, strategic knowledge systems, and the counterintuitive art of saying "no" to protect deal integrity.

Edouard Reinach•17 octobre 2025

The First-Last Rule: How to Make Your Proposal Impossible to Forget (When Evaluators Only Remember 10%)

Discover the hidden psychology behind why proposal evaluators forget 90% of what they read—and how the strategic placement of your key messages in cognitive "hotspots" can transform your win rates, even when competing against similar vendors with identical capabilities.

Edouard Reinach•15 octobre 2025

Why Most AI Proposal Tools Fail, and How Your Team Can Fix It

Most AI proposal tools fail because they're built by people who've never assembled a federal proposal under deadline pressure. The gap isn't technical—it's experiential. When IT teams develop in isolation from proposal practitioners, they create systems that technically function but practically collapse under real-world complexity. The solution isn't better algorithms or bigger budgets. It's collaboration: proposal teams teaching developers the pattern recognition, contextual judgment, and unwritten rules that separate winning responses from compliant ones. Here's how to bridge that divide and build tools that actually improve your win rate.

Edouard Reinach•14 octobre 2025

How Top Proposal Teams Use AI to Win Tough RFPs Fast

Discover how leading proposal teams are leveraging AI to cut RFP response times dramatically—without sacrificing quality or competitive advantage. Learn the strategic difference between AI augmentation and replacement, explore three proven methods that multiply your team's capabilities, and understand where human expertise remains irreplaceable in winning complex government contracts.

Edouard Reinach•14 octobre 2025

The Human in the Loop: Why You Shouldn't Fully Automate Proposal Admin Tasks—Yet

Companies rushing to fully automate proposal management are discovering a costly paradox: maximum efficiency often leads to minimum win rates. While AI can compress proposal timelines and reduce administrative burden, blind spots emerge exactly where they hurt most—misinterpreted requirements, quality drift, and eroded client relationships. The teams winning complex, high-value deals aren't automating everything; they've identified the critical 20% where human judgment remains irreplaceable. This analysis reveals why hybrid models outperform pure automation, where to place strategic human oversight, and how to build intelligent handoffs that amplify expertise rather than replace it.

Edouard Reinach•13 octobre 2025

The AI Paradox: Why Your Expertise Is the Key to Winning Proposals

In the race to automate proposal writing with AI, most teams are discovering a uncomfortable truth: without deep human expertise, artificial intelligence becomes a liability rather than an asset. This analysis cuts through the hype to reveal where AI genuinely accelerates proposal development—rapid intelligence synthesis, scaled content generation, process automation—and where human judgment remains irreplaceable: reading customer context, navigating unwritten preferences, and making strategic calls that win contracts. For proposal professionals wondering how to stay competitive, the answer isn't choosing between AI and expertise—it's understanding how your knowledge transforms AI from a pattern-matching engine into a precision instrument.

Edouard Reinach•13 octobre 2025

Reimagining Proposal Management: How AI Transforms Teams into Strategic Advisors

Discover why leading proposal teams are achieving 60% faster development times—not by automating writing, but by fundamentally reimagining their role. While most organizations treat AI as a productivity tool for existing workflows, elite teams are transforming from document producers into strategic advisors. Learn the three pillars that separate marginal efficiency gains from competitive transformation, and why the real question isn't whether AI can write better proposals, but what becomes possible when your team stops doing mechanical work entirely.

Edouard Reinach•13 octobre 2025

The Interview Method: How 30-Minute Conversations With SMEs Create Winning Proposal Content

Discover how 30-minute structured conversations with subject matter experts can transform your RFP response quality and win rates. This proven interview method extracts authentic insights and compelling narratives that resonate with evaluators, replacing the failed cycle of written content requests with a strategic approach that leverages your team's expertise while eliminating the technical jargon trap that kills proposals.

Edouard Reinach•8 octobre 2025

Why Random Pre-Sales Assignments Are Killing Your Win Rates (And What Elite Teams Do Instead)

Random pre-sales assignments are silently destroying enterprise deal win rates while elite sales organizations achieve 3x higher success through strategic expertise matching. Discover why the "next available architect" approach costs millions in lost revenue and learn the three tactical changes that transform pre-sales teams from order-takers into competitive weapons that consistently outmaneuver better-funded competitors.

Edouard Reinach•5 octobre 2025

The Pyramid Method: Why Executive Summaries Win (or Lose) Million-Dollar RFP Deals in 90 Seconds

Discover how the Pyramid Method transforms RFP executive summaries from forgettable feature lists into compelling narratives that win million-dollar deals. Learn the five-act framework that increases evaluation scores by 20-30% and why your first 90 seconds determine everything in competitive bidding.

Edouard Reinach•1 octobre 2025

Context is king

Filtres

The Binary Choice: Why Your RFP Strategy Must Be All In or All Out

Beyond "Proven Track Record": How to Build Proof Architecture That Wins More RFPs

Beyond the Contact Name: How to Find and Influence the Real RFP Decision-Makers

The Business Guardian Framework: How Pre-Sales Can Win Deals That Actually Succeed

The Complete Buying Committee: How to Address All Five Decision-Makers in Your Next Proposal and Triple Your Win Rate

Beyond the AI Proposal: Why Oral Presentations Have Become the Real Decision Point in Government Contracts

Repenser la gestion des propositions : Comment l'IA transforme les équipes en conseillers stratégiques

Why the Government Now Sees Your Technical Genius as a Performance Risk

Why Elite Pre-Sales Engineers Are Worth Fighting For: 5 Non-Technical Behaviors That Close Enterprise Deals

The First-Last Rule: How to Make Your Proposal Impossible to Forget (When Evaluators Only Remember 10%)

Why Most AI Proposal Tools Fail, and How Your Team Can Fix It

How Top Proposal Teams Use AI to Win Tough RFPs Fast

The Human in the Loop: Why You Shouldn't Fully Automate Proposal Admin Tasks—Yet

The AI Paradox: Why Your Expertise Is the Key to Winning Proposals

Reimagining Proposal Management: How AI Transforms Teams into Strategic Advisors

The Interview Method: How 30-Minute Conversations With SMEs Create Winning Proposal Content

Why Random Pre-Sales Assignments Are Killing Your Win Rates (And What Elite Teams Do Instead)

The Pyramid Method: Why Executive Summaries Win (or Lose) Million-Dollar RFP Deals in 90 Seconds

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