2017 BidProposalCon Proposal Writing From Good to · PDF fileDarren Savoye -...
Transcript of 2017 BidProposalCon Proposal Writing From Good to · PDF fileDarren Savoye -...
PANEL MEMBERS:
- ANITA LEE WRIGHT, NORTHROP GRUMMAN- DIANE WURZER, MAXIMUS- DAVID FOSTER, CUSHMAN & WAKEFIELD- DARREN SAVOYE, BOLLINGER SHIPYARD
Proposal Writing: From Good to Great
Panel Discussion Points• EKG of a Proposal Writer• Great proposal traits• Panel input• Audience input and questions• Wrap-Up
3
RFP/RFQ Release
Submit
Peaks and valleys of activity
Avoid This
RFP/RFQ Release
Submit
Get to This
Focus Areas
Compliance
Responsiveness
What’s the difference between being responsive and being compliant?
Strategy• Opportunity and customer intelligence and
knowledge
• Customer issues, motivators, and hot buttons
• Discriminators – Why us!
• Benefits focus – What’s in it for the customer
• Proof – Evidence that we will perform as
promised
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Competitive FocusWhat “inputs” does a proposal writer need to give a proposal a competitive advantage?
Is this where competitive analysis comes into play?
Are there ideas for gathering/obtaining competitive assessment information?
Visualization• Some suggest that visuals in a proposal,
just for the sake of “breaking up the text” is an accepted best practice.
• Thoughts?
Quality of Writing• Customer Focused• Evaluator Friendly• Clear, concise,
compelling, and correct• Compliant and
consistent
Quality of Writing (Great Writing)Customer Focus Indicators
Is the buyer named before seller?
Is the buyer named more often than seller?
Is the Customer’s Vision Statementevident?
Is the Vision Statement specifically linked to this buy?
Are the Customer’s hot buttons prioritized?
Is hot button ownership explicit?
Are proof statementsdirectly related to Customer’s hot buttons?
Are the benefits of the solutions(s) listed before the features?
Is the content organization announced and followed?
Is the value message summarized, and are next steps clearly defined?
Page and Document Design• Make it easy for the evaluator• Link all visuals to win themes and
benefits• Use effective emphasis techniques• Leverage templates for consistency• Reinforce your brand
Frequently Asked Questions
Focus Areas
Great Proposals: Take-Aways• Great proposals can be a discriminator –
never underestimate the value• All 7 Focus Areas must be addressed• We must hold one another accountable• We must understand best practices and
apply discipline
Panelists
Anita Lee Wright – [email protected] Wurzer - [email protected] Foster - [email protected]
Darren Savoye - [email protected]
THANK YOU!