Many organisations will spend countless dollars investing in sales training and activities related to opportunity capture, yet fail because the investment made in the pursuit of an opportunity does not make it into the proposal document itself.
What happens when your response is compliant only and lands on the desk of an evaluator that has no experience working with your organisation, or worse still has experience working with one of your competitors?
•view the proposal document and process as strategic
•ensure they have an effective means of communicating the strategic message from sales (positioning) to proposal teams (proposal phase)
•submit compelling customer-focused proposals that clearly articulate the business case for choosing them over their competitors