Some readers may be familiar with one of my pet phrases, a ‘Benedict Proposal’. Benedict’s my son: at the age of two, his first ever words were, “Me, me, me, me, me.” And the majority of proposals I see work on similar lines – they’re far more supplier-centric than customer-focused. After all, it’s much easier for a bid team to discuss their own organisation and its capabilities (”Me, me, me”) than it is for them to write about the customer!
Benedict picked up one of the three prizes. His design? Well, the competition was being judged by the teachers. So a picture of a beautifully-designed, comfortable, superbly-equipped staff common room was always going to win, wasn’t it? Particularly when the other kids were all drawing state-of-the-art, Wii-filled play areas!
Talk about producing a submission that hits all of the evaluators’ hot buttons spot on, and differentiates your efforts from the competition! (And no, since you wonder, I didn’t have anything to do with it!).