This article will enable individual to prepare 'Powerful proposals' to develop their business or win contract.
Client, friends and even strangers can follow us on this training as will continue chapter by chapter as written below.
Figure 1.1 The chess game of business development. Using chess as a way to understanding
business development, we know that winning in endgame requires a strong opening
game and a powerful middle game.
OPENING GAME MIDDLE GAME
ENDGAME
Marketing analysis
Initial contact
Proposal
Mgt.
Resource
analysis Relationship
Mgt.
Presentation
Strategic
planning Perception
Mgt.
Negotiation
Business
planning Information
Mgt.
Contracting
Account
planning
Opportunity Mgt.
Branding/image
Pursuit
Mgt.
Mgt. Capture Mgt Conditioning
the Conditioning the Conditioning the
Market
Client Deal
Art: The faculty of executing
well what one has devised.
-MERRIAM-WEBSTER’S
COLLEGIATE DICTIONARY
GOLDEN RULE:
In most cases, proposals do not win
contracts, but they can lose them in a heartbeat.
|
Every
year thousands of companies compete for trillions of dollars in contract award
from other business or from local, state or federal agencies. Except for such tangible
and easily specifiable commodities as pencils, coffee mugs, and motor oil, most
of these contracts are awarded based on competitive proposals.
In fact,
the U.S. government has more than 60,000 federal and military specifications to
buy goods and services through the IFB (invitation for bid) process. The specs
are issued, any bidder that meets the specs is qualified, the bids are opened
publicly, and the lowest-price bidder is declared the winner.
3 Keys “Power” into Your Proposals
Proposals are powerful (and ultimately successful)
if they are fully responsive to the customer’s needs; if they resonate with
readers; if they are compelling, engaging, and enlightening; and if they
demonstrate care, thoughtfulness, and artistry in their design and execution. Powerful
proposals feel right to readers because they both demonstrate and stimulate
insight, they make the right connections, they illuminate by exploring the
implications of the customer’s choices, and they educate. An artful proposal
says, in effect, “I understand what you need. Moreover, I understand what you
want to do, and of all the possible solutions that might work for you, I have
the one that is most capable in its solution, most elegant in its simplicity,
and most appropriate for your needs.
Ø A powerful
proposal doesn’t just answer questions or list specifications; it tells a
story. Moreover, it tells its story in a compelling way-one that helps readers
see the solution in a more insightful and interesting way than they had
previously imagined.
Ø A powerful proposal
gives the elevators what they need to sell you when they go down the hall to
make their recommendation. The minute they do that, they become virtual member
of your business development team
Ø A powerful
proposal requires no translation, no reformatting, or repackaging. It stands
alone not only as the instrument of your own customers to sell their decision
internally. Finally, a powerful proposal “speaks “with one voice even through
it was written and compiled by many people. continue to the next link: What Proposals Review About You
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