Whilst we’re sharing dentist analogies, as BJ’s done in his two most recent posts…
Picture yourself sitting in the chair for a check-up. Your dentist poke and prods, reciting a litany of codes to his or her assistant. And then, at the end of it, comes the judgement: “All fine”. Cue floods of relief: but you’ve still just had to endure several minutes with no clue whatsoever as to whether the running commentary has meant that your teeth were in great condition – or that they were all going to need to be pulled out.
I think, talking to salespeople and content contributors, that they feel similarly about many bid processes. It’s as if the bid function has created a black art, full of meetings with obscure names (”Let’s convene a green-with-yellow-spots team”) and designed to keep everyone other than the Proposal Manager in the dark as to progress with the document.
Communication is key to ensuring confidence, here. And confidence breeds creativity, and a stronger will to win. Keeping our teams informed as to how well things are going – and de-mystifying what can seem a complex, fraught process, is surely a key to success.