We all urgently want the proposal win themes we select [...]
The Proposal Plan: The Proposal Manager Prepares this Document to Guide the Proposal Creation Activity
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.