At Shipley we've helped clients #WinWork well before RFP or RFT (because most deals and negotiations are decided before then) with Capture training & coaching that includes many of Neale's ideas. 

Key is in the preparation, in fact Neale even uses the same 'iceberg' metaphor we've used with Shipley clients for years. Getting under the water to understand both the stated/public and unstated/privates drivers for a deal makes a big difference to your customer focus. Just don't forget to do the same thing for your own issues, needs and drivers to ensure you get your needs met.

What she adds you might find helpful are the ideas on 'Mindset' - psychologically preparing yourself to win.

As for the 'Asking' - well that's what good salespeople have been doing for many decades

Doing good work needs focus. Multitasking is NOT your friend.

Getting into a productive state of 'flow' requires blanking out distractions. For example I should doing invoices right now, but my Twitter feed just beeped at me, and I've read this great article...

So I (normally) use a tool called VitaminR 2 to blank out distractions, and cut down or eliminate my multitasking. 

I'm going to turn it on NOW!

Working late on big deals? Poor BD processes can do more than lose the bid, they can kill you

Speed is the key to @ShipleyAP #LeanBidding to #WinWork

So we love this great post on how to consider speed, apply the principles of speed, and well, be speedy

How lucky are we that there are so many sales metaphors that also apply to proposals? And that winning a job is just like #WinningWork

Why share 'Social for Small Non-Profits' instead of big company examples? Because much social media advice is either for B2C or global B2B with big budgets and teams of specialists. For Asia Pacific B2B organisations, especially those without large marketing or even large Business Development (BD) teams, or budgets, I believe there are three lessons directly applicable from small nonprofits.
Here's why...
1/ Nonprofits have to operate 'lean' - at Shipley, we love the principles of lean, especially as applied to winning work processes. For us lean is about innovation, making do with 'less is more'. Lean is not just throwing money at a situation. Lean is smarter, not harder. Test & Refine, only use or do what works. Nonprofits' use of social media is a great example of value for money in action.
2/ Nonprofits are all about trust. Winning work is all about trust. Building trust, maintaining trust - so social has to be genuine, not some marketing exercise. Your intent has to be right. Connections and offerings to help have to be legitimate - not about marketing spin or hype. Great B2B companies know this, and their leaders and practitioners already live by these principles. Nonprofits' use of social media is a great example of a trust-based connection to follow here.
3/ Nonprofits are all about understanding, connecting and influencing multiple stakeholders, often with very different issues and needs. Just like complex B2B contracts, deals and relationships. So look at these examples to see how others have attempted to listen, align and work with complex stakeholders. What lessons for your B2B situation can you pick up from these nonprofits examples?