We all urgently want the proposal win themes we select to help raise us above the competition. But no matter how hard we try, there is always the fear that our win themes will fall short. During the past 35 years, we have helped customers develop their proposal win themes hundreds of [...]
During the proposal creation process, another of the key documents is the Proposal Plan. The Proposal Plan is written by the Proposal Manager, in conjunction with the Capture Manager, as soon as the proposal effort begins.
Here’s a worthwhile experiment. If you’re interested in selling more stuff, that is.
Dig up a few of your company’s proposals from five-to-ten years ago and compare them with today’s. Have they changed much?
Chances are you’ve made incremental progress. Maybe you improved the look, created content that better reflects new and emerging client interests, or even restructured your proposals away from “all about me” and toward “all about you”.
Those are good changes to be sure. But alas, we suspect your proposals still use the same methodology you’ve always used. In other words, when you compare the old and new proposals, you’ll probably be looking at two “paper” documents, meant to be read from start to finish.
