⏬ Reduced Costs ⏫ Increased Productivity 💡Improved forecasting ⏳ Increased management visibility and control Consistently successful proposal managers follow defined and documented processes predicated around best practice.
…however, the reality of a photograph emotionally reinforces truth in your messages. Photographs convey realism and authenticity. Imagine what your customer wants to see after making a purchase and select images that support that vision realised. Using photographs makes your proposals more compelling and helps de-risk your solution, as photographs offer visible proof of past
…you stop looking after you find it – NOTE: evaluations are the same!! A fun Friday litmus test for your proposals – “If the evaluators stop reading your proposal before the end, will they have absorbed the ideas and information that are most important to them?” If not, reorder your content to reflect the evaluator’s
Prevent your proposals from being a collection of “trust me” claims by including proof of experience and performance. Create compelling, de-risked proposals by ensuring these proof points are embedded within the main body content they relate to, bolstering the claims being made. Different evaluators reviewing different sections rarely link your proposed approach to relevant proof
… ensure your verbal and non-verbal communication styles are working in harmony. When these elements are in conflict, your credibility is brought into question. Audience members are more likely to trust the non-verbal elements when determining truth/meaning. Practise to develop and display competent, consistent, non-verbal presentation skills that will maximise your persuasive impact.
Gobbledygook is pompous or abstract language that obscures and confuses meaning. Increase the persuasiveness of your sales documents (and conversations) by using specific, concise words and phrases. By being specific you: •improve the clarity and credibility of your offering •make the job of evaluating your proposed solution easier
An early solution freeze leads to a superior proposal, with an adequate solution. A late solution freeze puts pressure on the proposal team and will typically result in poorly written proposals fraught with pricing inconsistencies, a reduction in your evaluation scores and an increase in your contractual risk. Determine who has the authority to freeze
No matter how poor the numbering system in the bid request, use it. Place helpful notes in your proposal and your cross-reference matrix to make it easy for evaluators to correlate the bid request and your proposal.
Value propositions establish the value basis for the business relationship. They describe how your solution will improve the customer’s business and how the improvement will be measured. Make sure your value proposition is: •relevant to the individual client •predicated around what is important to the client not what you consider important about your own organisation
Redundant words reduce the persuasiveness of your sales documents and should be used only when trying to: •Emphasise a point: Planning is absolutely essential to meet every milestone •Mirror the bid request: Every bidder must include a chapter on past performance