Context is king

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

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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•October 27, 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•October 17, 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•October 15, 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•October 14, 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•October 14, 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•October 13, 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•October 13, 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•October 13, 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•October 8, 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•October 5, 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•October 1, 2025

Context is king

Filters

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

Close complex deals faster. Minus the chaos.