There is no better way to convince a potential customer that yours is the right company for the job than to demonstrate a true understanding of the risks the program will be up against and to come up with plans to mitigate those risks upfront. But in many proposals, the risk management section ends up as a missed opportunity to shine at best and a setback at worst. Rather than showcasing a real knowledge and understanding of the program and proposed solutions, the risk section falls flat or actually does harm.
APMP 2013 Bid & Proposal conference in Atlanta became a great success with hundreds of people attending. And we are happy to announce that on behalf of the National Capital Area Chapter Olessia accepted the 2012 Communications Award, and especially the fact that our colleagues from OST, Julia Pochekueva and Alex Brown were largely responsible for the chapter communications during 2012 (Julia as the E-zine Chair and Alex as the Marketing Chair).
To develop your proposal winning strategy, you need cross-functional contributions that might include people in your organization who know the customer well, subject matter experts in the statement of work, contracts, pricing, and account executives or business developers who communicate with the customer.
Start the first team meeting with a presentation on the opportunity background, and then discuss what to expect during the meeting. Then, explain to your team what your win themes are, and how you are going to go about developing them.
A robust proposal process is integral to writing winning proposals. Being able to translate all the great information collected during capture into a compelling, concise, and compliant proposal by the due date (and without undue stress) is the key to success of a proposal effort. The use of proven processes eliminates chaos and it enhances and coordinates everyone’s efforts.
