Presenting to a group the other day about proposal strategy, I posed a challenge to the team. “Take a pen and paper,” I requested, “and write down the three or four key themes from your last proposal.”
I stopped them about thirty seconds in. One or two had immediately written their lists. The rest were floundering: looking to the heavens for inspiration, scribbling the odd note, but clearly unable to spontaneously recall the story that they’d embedded in the most recent document they’d produced.
Would you pass the test? And if not, isn’t it time you for you to shine a brighter spotlight onto the need to develop a clear and compelling strategy in your proposal process?