The fight for time during the Bid cycle is a perpetual challenge for every Bid and Proposal professional. While complaints will not get you anywhere the onus is on every Professional to ensure that what happens between Bids, helps deliver more time during the Bid Cycle.
It is natural for personnel of Service providers to think from their organization standpoint i.e. ‘Inside Out’. This thinking does not bring in efficiencies and makes it easy for the customer to do business with the service provider. The shift in thinking has to become ‘Outside In’ which requires developing a different mindset. Doable but will require effort and focus. Read Full Post
If compelling Proposals are a critical component of winning, then you better take great care to visualize how your clients are going to read your Proposals. It is unlikely that readers in the client organization read your proposal end-to-end, in which case how do you design the structure of your proposal keeping this non-linear reading in mind. Read Full Post
Most Pre Sales organizations struggle to build scale resulting in either skipped opportunities or less than the best of responses. Building a scalable Pre Sales organization requires the right investment in People, Process and reusable content. This newsletter attempts to cover some of the best practices in these areas. Read Full Post