“The customer will expect my organisation to win, before they receive the bidders’ proposals.
When the proposal documents from different vendors sit on the meeting room table in front of the evaluators, ours will stand out from the crowd before they’ve even read a word of the text.
The title page of our proposal will persuade them that ours is the document that will capture their hearts and minds.
As they scan through the documents for the first time – flicking through the pages, their eyes alighting only on the titles and graphics – they’ll be convinced that ours is going to be the best.
By the time they’ve finished the Table of Contents, they’ll be excited about reading the rest of the document: section titles alone will demonstrate our understanding and our differentiation.
The Executive Summary will establish clear blue water between our approach and that of our competitors.
The proposal Q&A (or sections in a pro-active proposal) will re-confirm our compelling story, expanding on and validating our win themes.
Our conclusions section will ensure that they close the book with our key themes clearly in mind.
Our proposal presentation will re-enforce their decision that we’re the people with whom they want to do business.”
How did you do on your last effort?