Shipley Insights

  Yes, proposal strategy is about how you convey key information in the proposal, but a winning message is so much more than – for example: “we offer a safe pair of hands”.   To craft and present an aligned message, all members of the selling team must agree to use a common process and

  Customers have a stake in teaming combinations, preferred partners, and team contractual arrangements. Review potential teaming combinations and arrangements with the customer, if possible. Whether or not the customer asks the question, explain in advance and in your proposal how you have selected your teaming partners. Describe the role of each partner, and explain

Customers have a stake in teaming combinations, preferred partners, and team contractual arrangements. Review potential teaming combinations and arrangements with the customer, if possible. Whether or not the customer asks the question, explain in advance and in your proposal how you have selected your teaming partners. Describe the role of each partner, and explain the

    …the proposal should not be written. No bid.   Many organisations tackle proposals without prior planning, creating additional work for themselves.   Good proposals are planned, and good proposal management plans are detailed, written, and available for review and reference. Poor plans are in the manager’s head.   The shorter the response time,

Instead of using the kickoff meeting to initiate discussions about how you will run the proposal, prepare in advance so you can communicate the ground rules for all contributors. Distribute writers’ packages that include guidance for style, procedures and configuration control. This approach will eliminate the extra work often created for the production team by

We know that non-compliance can cost you a place on the short list. But research also shows that clients highly value responsiveness in proposals – that is proposals that address their underlying needs. Sometimes this means coming up with a new offer that does not comply with the request. For example: A customer needs the

Is your customer telling you one thing, and doing another? Consider this paradox: • Most sellers say customers in their market select the solution with the lowest price • Most customers say they seldom select the solution with the lowest price The reality is that most customers try to select the best value solution within