Comments on: What makes them tick http://www.theproposalguys.com/2007/11/23/what-makes-them-tick/ Jon and B.J.'s Proposal Blog Tue, 17 Jan 2012 20:30:46 +0000 http://wordpress.org/?v=2.8.6 hourly 1 By: Barbara Esmedina http://www.theproposalguys.com/2007/11/23/what-makes-them-tick/comment-page-1/#comment-943 Barbara Esmedina Tue, 27 Nov 2007 16:11:05 +0000 http://www.theproposalguys.com/2007/11/23/what-makes-them-tick/#comment-943 Allow me to elaborate on what I find satisfying about winning. I have had the opportunity twice in my long career of working for companies that "get it" as BJ would say. Companies that really want to win and know what it takes, (which really starts at the very top). We had ample budget, resources, and time (although we still chased the FedEx plane down the runway). We plotted and planned, crafted and polished. Nothing is more satisfying than throwing everything you have into a project that is top priority for everyone involved. It is knowing you won because you completely blew away the competition with your effort. Winning is far less satisfying when your effort is only a small part of a fragmented process. Allow me to elaborate on what I find satisfying about winning. I have had the opportunity twice in my long career of working for companies that “get it” as BJ would say. Companies that really want to win and know what it takes, (which really starts at the very top). We had ample budget, resources, and time (although we still chased the FedEx plane down the runway). We plotted and planned, crafted and polished. Nothing is more satisfying than throwing everything you have into a project that is top priority for everyone involved. It is knowing you won because you completely blew away the competition with your effort. Winning is far less satisfying when your effort is only a small part of a fragmented process.

]]> By: Jon http://www.theproposalguys.com/2007/11/23/what-makes-them-tick/comment-page-1/#comment-925 Jon Mon, 26 Nov 2007 17:20:33 +0000 http://www.theproposalguys.com/2007/11/23/what-makes-them-tick/#comment-925 Hi Richard Thanks for such a detailed and fascinating comment. I think we're probably in absolute agreement with one another: you'll find lots of past posts on this blog discussing the proposal professionals' impact on the "win". I do still agree, mind, with those on the panel who reckon there's nothing quite like the high of winning a bid. The best even a great proposal can do is to put your organisation in pole position to win a deal as part of an effective overall campaign. We're incredibly dependant on the raw materials we're given to work with (including the solution and price), and on sales skills, such as sniffing out the right opportunities, building the right relationships, understanding the real customer landscape, conditioning the buyer, presenting and negotiating. BJ and I are doing some fascinating work oh this very area at the moment, and we'll share this here on the blog in due course. We both certainly hold the assertion that "proposal management is both and art and a science", as stated in APMP mission statement, close to our hearts. Hi Richard

Thanks for such a detailed and fascinating comment. I think we’re probably in absolute agreement with one another: you’ll find lots of past posts on this blog discussing the proposal professionals’ impact on the “win”. I do still agree, mind, with those on the panel who reckon there’s nothing quite like the high of winning a bid.

The best even a great proposal can do is to put your organisation in pole position to win a deal as part of an effective overall campaign. We’re incredibly dependant on the raw materials we’re given to work with (including the solution and price), and on sales skills, such as sniffing out the right opportunities, building the right relationships, understanding the real customer landscape, conditioning the buyer, presenting and negotiating.

BJ and I are doing some fascinating work oh this very area at the moment, and we’ll share this here on the blog in due course. We both certainly hold the assertion that “proposal management is both and art and a science”, as stated in APMP mission statement, close to our hearts.

]]> By: Richard Worsham http://www.theproposalguys.com/2007/11/23/what-makes-them-tick/comment-page-1/#comment-924 Richard Worsham Mon, 26 Nov 2007 17:02:21 +0000 http://www.theproposalguys.com/2007/11/23/what-makes-them-tick/#comment-924 After 25 years or more of proposal writting I surly agree that 'winning' is important - it may be your next job! However, for the proposal writer who makes a living at this rather unique profession you cannot survive on winning alone. If winning is the only thing, or the most important thing, then you may be subject to periods of sever depression that then affect your next proposal effort. The corporate mantra we hear often is that this is a 'must win"! I would say that they are all must wins - as the writer of the article said - we are not doing this to lose. However, my daily challenge that I put to myself and those working with and for me in 'Proposaland' is let's do the best we possibly can to write a 'winning' proposal. Let's develop the best strategy, the most gripping graphics, understand every nuance of L & M, and make sure we develop a reviewer friendly, anwers the mail above and beyond proposal. Then, winning happens!!! Why do I say this? Becasue I have written hundred of proposals and have gone through the same hundred or so source selections - which by definition, is a subjective process. Meaning that the outcome is subject to the whims and opininions of the evaluators - and finally the SSA. You can write the 'best' proposal and lose. You say that is impossible - no, it can happen and does. Why, because business development and proposal writing is as much an art as it is science. I don't want to go against conventional proposal wisdom but I have 'thrown them over the fence' (it was still a good proposal but did not go through all of the 'professional' proposal hoops) and won - and I've worked on teams of a cast of thousands (20 and 30's anyway) where we crossed every 't' and dotted all the proposal process 'i's' - and we lost. So, I've said all of that to say if you base your professional performance and capabilities on just 'winning' - then you may be in for a roller coaster ride in "Proposaland'. You can only do the best you can - and that is for the truly professional proposal writer often a monumental effort of non-stop work for 20 or 30 or more days at 10-16 hours a day - so I'm not talking about slacking. And, winning has multiple factors over which you may not even have control. For instance, the government may be leading you along becasue they need a competitive field. Or, you may be the technical volume manager and have no control over the cost volume - or vice versaa. Then, even if you have written the winning technical and management volume and the cost is wayyyy to high, you lose. When applying for proposal work I have often been asked (I would say by people who don't understand proposal and BD) - 'What is your win rate?' In fact, many of the larger consulting firms advertise based on win rates. My response is, OK, if you give me complete control over the entire proposal, including costs, and the ability to change your cost structure to match this oppportunity, and other less than postive management or techncial aspects of your company, I will still write the best proposal possible - but I can't guarantee a win - but I could do much better. You know, I have'nt found a company that is willing to do this yet. There are too many factors invovled in 'winning' to stake your life and professional reputation and emotional health on 'winning' alone. Do the best job you possibly can and never stop making the proposal and the part you are responsible for better until it is out the door. Then you will know that you have done your part and the best job possible. For the professional proposal writer, winning is a bonus - not the ultimate goal. After 25 years or more of proposal writting I surly agree that ‘winning’ is important – it may be your next job! However, for the proposal writer who makes a living at this rather unique profession you cannot survive on winning alone. If winning is the only thing, or the most important thing, then you may be subject to periods of sever depression that then affect your next proposal effort. The corporate mantra we hear often is that this is a ‘must win”! I would say that they are all must wins – as the writer of the article said – we are not doing this to lose. However, my daily challenge that I put to myself and those working with and for me in ‘Proposaland’ is let’s do the best we possibly can to write a ‘winning’ proposal. Let’s develop the best strategy, the most gripping graphics, understand every nuance of L & M, and make sure we develop a reviewer friendly, anwers the mail above and beyond proposal. Then, winning happens!!!
Why do I say this? Becasue I have written hundred of proposals and have gone through the same hundred or so source selections – which by definition, is a subjective process. Meaning that the outcome is subject to the whims and opininions of the evaluators – and finally the SSA. You can write the ‘best’ proposal and lose. You say that is impossible – no, it can happen and does. Why, because business development and proposal writing is as much an art as it is science. I don’t want to go against conventional proposal wisdom but I have ‘thrown them over the fence’ (it was still a good proposal but did not go through all of the ‘professional’ proposal hoops) and won – and I’ve worked on teams of a cast of thousands (20 and 30’s anyway) where we crossed every ‘t’ and dotted all the proposal process ‘i’s’ – and we lost.
So, I’ve said all of that to say if you base your professional performance and capabilities on just ‘winning’ – then you may be in for a roller coaster ride in “Proposaland’. You can only do the best you can – and that is for the truly professional proposal writer often a monumental effort of non-stop work for 20 or 30 or more days at 10-16 hours a day – so I’m not talking about slacking. And, winning has multiple factors over which you may not even have control. For instance, the government may be leading you along becasue they need a competitive field. Or, you may be the technical volume manager and have no control over the cost volume – or vice versaa. Then, even if you have written the winning technical and management volume and the cost is wayyyy to high, you lose. When applying for proposal work I have often been asked (I would say by people who don’t understand proposal and BD) – ‘What is your win rate?’ In fact, many of the larger consulting firms advertise based on win rates. My response is, OK, if you give me complete control over the entire proposal, including costs, and the ability to change your cost structure to match this oppportunity, and other less than postive management or techncial aspects of your company, I will still write the best proposal possible – but I can’t guarantee a win – but I could do much better. You know, I have’nt found a company that is willing to do this yet.
There are too many factors invovled in ‘winning’ to stake your life and professional reputation and emotional health on ‘winning’ alone. Do the best job you possibly can and never stop making the proposal and the part you are responsible for better until it is out the door. Then you will know that you have done your part and the best job possible. For the professional proposal writer, winning is a bonus – not the ultimate goal.

]]> By: Barbara Esmedina http://www.theproposalguys.com/2007/11/23/what-makes-them-tick/comment-page-1/#comment-922 Barbara Esmedina Mon, 26 Nov 2007 16:13:16 +0000 http://www.theproposalguys.com/2007/11/23/what-makes-them-tick/#comment-922 Wow. I want to work for Robin! Wow. I want to work for Robin!

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