Ever feel like those in positions of power in your organisation just don’t “get it” in terms of the pain factor associated with developing proposals?
Ever think to yourself that if those ‘on high’ did realise how challenging the process was – the late engagement from salespeople lacking the necessary customer insights, the difficulties in getting the right experts involved, the late nights, the lack of resouces (war rooms, graphics design skills, fit-for-purpose IT kit, decent production facilities) – they’d be horrified, and would take your calls for change more seriously?
Let them sit in on meetings. Copy them in on all of the relevant documents. Charge them with helping where help is needed.
Review the proposal effort with them – being sure to pinpoint anything that happened differently and better as a result of their involvement, that wouldn’t be the case on a ‘normal’ bid.
And then get them to share their experiences with one another.
As a result, they should understand the precarious high-wire act that characterises your proposal efforts. At the least, they might start to provide you with some safety nets and a little more time for training and rehearsal. And, at best, they’ll help you to find an easier way altogether to help you find altogether easier ways to navigate the path from hearing of an opportunity to submitting a first-class proposal.