Have you ever used a previous Executive Summary and done a “search and replace” for the customer name? Yes, admit it!
Every time you do that, you are effectively throwing out the work already done by your business development team. Instead, use Shipley tools including the Bidder Comparison, the Integrated Solution Worksheet and the Strategy Statement template to document your sales strategy. Then when it’s time to write the Executive Summary you can use this information to organise messaging that aligns with what the sales team has been telling the customer.
More information on this subject is in the Shipley Proposal Guide – see EXECUTIVE SUMMARY.