What Did You Learn From Your Last Proposal?
More importantly, what did you do to improve for your next proposal? Have you sought out and invested in the best experts and resources to improve your capabilities?
Do You Have the Best Information?
We can state with absolute certainty that you don’t know your customer as well as you think you do; at least not as well as you need to predict all that will affect the source selection decision. If you don’t believe it, you probably don’t live in the real world.
The term “market intelligence” couldn’t be more misleading. Most often it’s a collection of anecdotal “clips” that can seldom be pieced together with confidence.
Do You Have the Best Proposal Team?
Companies have proposal managers and technical writers (often among your lowest paid non-administrative staff), and may hire outside proposal writers, but few have even one excellent total solution designer steeped in proposal engineering that can create and articulate a compelling solution (even big companies have sparse skills in this area).
Few companies have the breadth and depth of skills and experience to consistently win major proposals. You may have excellent proposal process skills and tools – but not total solution design architects (which are rare in any company).
Did Your Propose The Best Solution?
Can You Afford to Submit a Losing Proposal?
Preparing losing proposals costs as much as winning proposals, yet companies stick to business as usual and literally throw away B&P funds on losing proposals. An investment in professional technical solution design and proposal services from Federal Proposals can give you an immediate improvement in your proposal success and a jump-start on development of long-term improvements. To learn more about the lessons learned in the Federal marketplace in 2017 download Federal Proposal Realities2017. To learn more about the questions you should ask before your next proposal download QuestionsYouShouldAsk2017.
Send an email to me at don@federalproposals.com and let’s start a dialogue to win more proposals and increase revenue.