Sales
The Go-Giver
Bob Burg & John David Mann
A short story on why giving first is a real growth strategy.
Recommended for: I Send Proposals but Don’t Win Enough Work
All Challenges
Sales
I Send Proposals but Don’t Win Enough Work
Improve scope clarity, presentation, trust, differentiation, and follow-up.
The Challenge
Improve proposals through clear scope, professional presentation, customer understanding, options, differentiation, trust, and follow-up.
Why This Happens
- The problem has not been defined clearly enough to solve.
- Daily urgency has replaced a consistent process.
- The business is not measuring the few activities and results that matter most.
Questions to Ask Yourself
- 1.What is happening now?
- 2.How long has this been a problem?
- 3.What have you already tried?
- 4.What result do you want in the next 90 days?
- 5.What number would show improvement?
- 6.Who owns the next action?
What to Do First
1
Write down the current facts without assumptions.
2
Choose one measurable result for the next 30 days.
3
Schedule the first action and assign clear ownership.
Step-by-Step Solution
- 1
Identify the root cause instead of treating only the symptom.
- 2
Choose the smallest practical action that can create evidence.
- 3
Use the related tool or worksheet to organize the work.
- 4
Review progress every week and adjust from real results.
- 5
Share what worked so another owner can learn from it.
Three Levels of Solutions
Quick Win
Do this today
Call the last two customers who said no and ask why.
Build the System
Next 30 days
Use a proposal template and a follow-up schedule for every proposal.
Long-Term Transformation
Where you're headed
Proposals that clearly show value and win the right work.
Lessons From the Pass It On Library
From The Go-Giver
Lead with the value you create for the customer.
Framework: Give Value First
From Business by the Book
Communicate truthfully and keep commitments.
Framework: Biblical Business Decision Check
Pass It On Action
Follow up on every open proposal today.
Your Action Plans
Sign in to check off steps and save progress to My Growth Plan. Sign in
7-Day Action Plan
- Day 1 — Identify the problem: write down exactly how “I Send Proposals but Don’t Win Enough Work” shows up in your business.
- Day 2 — Review the numbers: gather the facts, figures, and examples connected to this challenge.
- Day 3 — Find the root cause: answer “What is happening now?”
- Day 4 — Choose one change: Write down the current facts without assumptions.
- Day 5 — Assign responsibility: name ONE owner, a deadline, and the expected result.
- Day 6 — Implement: Choose one measurable result for the next 30 days.
- Day 7 — Review what happened: what worked, what didn’t, and what you’ll do next week.
30-Day Action Plan
Week 1 — Diagnose
- Answer: What is happening now?
- Answer: How long has this been a problem?
- Answer: What have you already tried?
- Complete the 7-Day Action Plan.
Week 2 — Build
- Use a proposal template and a follow-up schedule for every proposal.
- Identify the root cause instead of treating only the symptom.
- Choose the smallest practical action that can create evidence.
- Use the related tool or worksheet to organize the work.
Week 3 — Implement
- Review progress every week and adjust from real results.
- Share what worked so another owner can learn from it.
- Train the people involved and assign owners.
Week 4 — Measure & Improve
- Compare results to where you started.
- Write one lesson learned.
- Adjust the process.
- Share what you learned with someone in the fellowship.
Biblical Principles
Wisdom for the journey — encouraging stewardship, integrity, and service, never a promise of guaranteed success.
#61 · Customers
Treat customers the way you want to be treated
Matthew 7:12
#64 · Customers
Communicate truthfully
Proverbs 12:22
#65 · Customers
Keep your commitments
Matthew 5:37
Related Challenges
Recommended Books
Approved Bookshelf resources related to this challenge.
Faith & Business
Business by the Book
Larry Burkett
Biblical principles for running a business with integrity.
Recommended for: I Send Proposals but Don’t Win Enough Work
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