What Proposal Review About You

We spoke earlier about proposals as the endgame in a longer business development process. Briefly, the opening game in business development includes the marketing and positioning that companies do to condition the market and build bias toward themselves and their products or services. Middle game begins when you make contract with a proposal or current customer followed by the development of a specific opportunity. The call for proposals signals the end of middle game and the beginning of endgame

  Companies that have a solid opening game give themselves a decided advantage in their market for the same reasons manufacturers spend billions of dollars on advertising: It pays to build your customer's awareness of and comfort with your product and your company. Middle game (which includes all intelligence-gathering, positioning, selling, and relationship-building activities prior to release of the RFT) is where the major battlefield lies. Middle games prowess (or lack thereof) separates the winners from the losers. Middle-game intelligence on what's really driving the deal becomes the key informational differentiator for companies that have successfully deployed facilitative selling and relationship management up and down the customers organization. These middle-game insights are the difference between responsive proposals and those that are merely compliant.

  In middle game, you undergo a chemistry test with customers. once they have decided that you are competent-that you can do the job--the critical question in their decision making is not, "who can do the work?" Rather it is, With whom do we want to work ?" In his book, Managing the professional service firm, David Maister explains it further. 
Continue by clicking the link: Six Keys Elements of High-Quality Proposals
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