Jessica Pryke - Shipley Asia Pacific - Page 4

Winning work requires more than a compliant response, you need to understand AND articulate your competitive position. This competitive position comes from understanding how you differ from the competition, against criteria your clients care about (discriminators). Discriminators can be positive and therefore used to enhance your competitive position. They can also be negative and left

The primary objective of proposal managers… Prepare a winning document, on time.  Any activity that adversely impacts this objective must be identified and eliminated or managed.   The difficulties of managing teams are compounded when you have: •Large teams •Dispersed teams •Part-time members •Members from different organisations •Untrained, inexperienced members Industry-leading organisations use the following

  Your executive summary is often the only document decisions makers read. Avoid the risk of them losing interest and failing to read it, by starting your executive summary with a theme or topic of significant interest to your customer executives. Brainstorm a high-level strategic theme that encompasses: •the prospect’s strategic direction •this specific opportunity

In 80% of instances customers with an incumbent supplier remain with their current supplier. If you are the incumbent – great! statistically speaking you have a good chance of retaining the contract. BUT… What does this mean if you are not the incumbent? You need to engage with the client far earlier in their buying

…over your competitors? Are you articulating this in your proposals? Win themes or major theme statements tie a single, unique discriminator to a critical customer need. Themes tell readers why they should select you. Winning proposals use theme statements throughout the entire proposal to reinforce win strategy across each section of the response. They also:

…until the proposal is submitted. Evolve the content, form and detail in your Executive Summary until the proposal is submitted. Many people have been told their executive summary should be a one-page document prepared after the proposal is written. This is unhelpful advice as executive summaries are the most important pages in your proposal. Your

Value for Money is cited as an evaluation factor in many proposal request requirements and is left as a judgement call to the evaluators. In its most basic form, value propositions are the net benefits to the client of the seller’s solution. They describe how your solution will improve the customer’s business and how the

Consider the two examples below: Our Project Manager will: • Plan all work • Set quality standards • Report progress Weekly versus Our Project Manager will complete the following tasks: • Plan all work • Set quality standards • Report progress Weekly Naming the type of information to come removes the need for the evaluator

 …how to exploit the advantages and compensate for the challenges. Whilst we are often aware of the technological challenges of virtual teaming, the social aspects are often overlooked. When these challenges are not managed they can undermine the success of a business pursuit and in the process significantly demotivate, frustrate and isolate team members. In

    ⏬ Reduced Costs ⏫ Increased Productivity 💡Improved forecasting ⏳ Increased management visibility and control Consistently successful proposal managers follow defined and documented processes predicated around best practice.