Blog · Page 3
Field notes.
Page 3 of 31. Browse the archive of RFP workflows, grounded-AI architecture, and proposal operations notes.
The draft review heatmap: which sections attract edits
A year of reviewer edit data across hundreds of drafts. Which sections attract the most edits in pink, red, and gold review — and what that pattern tells us about where craft weaknesses cluster.
Executive summaries: the shortest high-leverage document in B2B sales
The canonical pillar on executive summaries. Why one page decides whether the proposal gets read, the five parts of a strong exec summary, two before-and-after rewrites, who signs off.
State of Proposal Tools — Wave 2 preview
A preview of the Wave 2 annual research drop. What we know now that we didn't in August, what the category looks like heading into year two, and which five shifts we're going to document in the full release next Sunday.
Shipped: grounded-summary export with inline sources
The export path customers have asked for since month one. Executive summary exports now carry the inline citations as hyperlinks in the DOCX and PDF outputs, with an appendix that lists every evidence source in order.
Three exec summaries I rewrote this week, part 12
A short Friday field note — three exec summaries rewritten this week. A commercial SaaS bid, a federal task-order response, and a managed-services renewal. The standalone installment before Monday's long-form pillar.
A year of ingest pipeline, condensed
Forty changes to the ingest pipeline across a year of shipping. The five that actually mattered, the ones that didn't, and what the pattern says about where to spend the next year's ingest budget.
Federal FY Q2 RFP surge playbook
What federal-facing proposal teams should have ready by April 1 to handle the fiscal-Q2 volume surge — pre-approved content, capture-lead calendars, bid/no-bid discipline, and what breaks under load.
Draft attribution in exports: PDF, DOCX, HTML
Inline citations have to survive the export. How the rendering preserves citation anchors across the three export formats, where each format makes it hard, and the specific decisions we made to keep the attribution auditable.
Team rituals that stuck at one year
The three team rituals we kept after a year, the two we killed, and the one we reintroduced after thinking we'd retired it. A short field note on what a small company's process actually looks like.
Reviews watch: what G2 and Capterra said in March
The monthly reviews aggregation. Two incumbents took notable hits on recent feature-release quality; one sub-category showed consistent positive movement. Links, quotes where they clarify the trend, and no speculation beyond the data.
DDQ season is now year-round
In 2025 the DDQ volume showed a clear seasonal peak — Q4 renewal cycles, January onboarding. A year later the seasonality has flattened. What changed and what it means for capacity planning.
The capture-lead role, reconsidered
The shape of the capture-lead role we started with, the shape it became, and why the difference matters for anyone hiring into the role in 2026.
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