Laura’s Winning Ideas

Proposal Expert, Laura Ricci, Muses on How She Reached Her 85% Hit Rate, Creating and Managing Dynamic Teams and Living Through Turnarounds Supporting Good People Doing Great Things

Archive for May, 2006

Abbreviations You Should Purge

Filed under: Proposals, Tactics and Tools — LRicci at 1:19 pm on Sunday, May 21, 2006

photo from MorgueFile.comEveryone knows they should avoid acronyms and abbreviations in proposals.

This is a good idea because it increases the reader’s comprehension of your proposal. When the reader must stop to look up an acronym, or hesitates to digest an abbreviation, comprehension is reduced. The reader should be able to cruise though your prose at a comfortable speed without too many bumps caused by unfamiliar references.

Today I read a good discussion on another list about the use of Latin abbreviations. Among these are the familiar etc., e.g. and i.e.

I hadn’t thought about it, but the case was made that latin abbreviations are a barrier to non-native english readers. Since many of our documents are used globally, this is another area we can improve our writing.

I hate to give up my favorite, n.b., but I guess I can use my attention getting ACTION NEEDED: instead.

  • For etc., use ‘and so forth’
  • For i.e., use ’such as,’ or ‘in other words’
  • For e.g., use ‘for example’

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  • Archive for May, 2006

    Top Blog Boosted Site

    Filed under: Uncategorized — LRicci at 10:31 am on Friday, May 19, 2006

    logo of LinkedIn BloggersA tidbit of news today. This blog is cited as the Top Blog Boosted by a group of bloggers from LinkedIn.

    I’m sure there’s no prize money, nor a trip to an award ceremony in Brussels or even Lodi.

    Just nice news!

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    Software Improves Your Writing

    Filed under: Human Resources, Proposals, Tactics and Tools — LRicci at 1:25 pm on Thursday, May 18, 2006

    Some of the technical writers of STC recommended this software and it is quite good.

    One feature I especially like is that you can specify the type of document on which you are working. It allows different rules for legal documents and technical docs than instructions or marketing prose. You can also get help editing for the King’s English if you are shipping to the UK or Australia, or US English if the reverse is true.

    The software adds a button to your wordprocessing software, so it is easy to launch. You review the recommendations and then make your changes before touching your document file.

    Editor Software offers a 30 day trial for $30. The software is $160 US, with your $30 trial price applied to the full license if purchased within the 30 day trial. You can also purchase the software for $150 from the US site, I don’t think you can try it out for $30 first, but you have a 90-day money back guarantee.

    The firm offers a full writing course as well, if you have some folks who are determined to improve their writing.

    After I tried this out on a proposal, I changed settings and ran it on a legal contract. The plain english recommended was an improvement, and the software stayed away from changing some key legal phrases.

    Now if I could just figure out how to get it on the toolbar of my blogging software….

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    Capturing Marketshare With a Conversation Starter

    Filed under: Business Development, Change Actions, Management, Marketing, Organizational Development, Strategy — LRicci at 12:55 pm on Wednesday, May 17, 2006

    Mercedes front grilleToday I visited a blog by Mirona Iliescu in Bucharest Romania. She pointed to Mercedes Benz, where a free music CD download is offered every few weeks. This got me thinking about the marketing goal behind this offering. The selection is beautifully solid and offers new artists a venue to reach a new audience. And what does this have to do with selling cars? Are they just being camp and trendy like Starbuck’s selling music?

    Hardly. It’s tough to start a conversation with car buyers.

    • A car purchase happens infrequently.
    • We generally down’t look forward to talking to car salespeople.
    • Advertising bombards us with the message that we’ll be sexy, powerful and beautiful if we choose another model for our next car.

    So I’m impressed when a firm spends the time and money to do a sweet job of starting a conversation that brings prospects and those who talk to prospective buyers to their website regularly. Oh, and you don’t have to play this in a Mercedes Benz to enjoy it.

    How can you use this principle in your firm? Is there a thread your target clients have in common? Maybe it pertains to your business directly, maybe not. Maybe an employee who is a football fan is sending out missives about the season and would welcome the safety of knowing that this “staying in contact” project is good marketing.

    Many industrial and technology firms face a similar dilemna as Mercedes Benz:

    • Purchases happen infrequently.
    • Our clients don’t relish talking about our technology/product.
    • Competitors bombard our clients with the message that they’ll be better off trying them instead.

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