Oral proposals are like a job interview for your company. The written proposal qualifies the selling organization, but the oral proposal may determine the winner. Generally, teams asked to give oral proposals have made the short list and the customer wants a preview of what it will be like to work with them. The customer might want to see how the contractor solves problems, as written in the proposal.
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Proposal resumes show that you have staff with relevant experience available to meet a customer’s needs. To win, you must provide resumes of actual personnel who have demonstrated experience in the work described in the procurement.
Here are some guidelines to keep in mind when writing a proposal resume:
Proposal teams share many similarities with project teams, so it’s no surprise that project management principles can also benefit the business development process. Many principles of project management (PM), as defined by the Project Management Institute, can be applied to the business development (BD) process. Applying PM principles improves the selling quality of bid, creates smoother handovers, and reduces risk.
Customer Relationship Management (CRM) is the process of managing all aspects of your relationship with your customers, so they will know, like, and trust you and eventually select you over your competitors. With today’s limited budgets and super-competitive marketplace, companies that do CRM well will prevail. Given below are some tips on getting started with Customer Relationship Management system:
Communicating with others is an essential competence for Bid and Proposal Managers and all proposal team members. Understanding how to communicate with others and in different circumstances is a skill that can be developed.
The business case is first developed during an initial investigation. It should provide an outline and be reviewed by the key internal and external sponsor(s) and stakeholders before being accepted, revised, or refused. The business case should provide the why, what, how, and who necessary for the sponsors and stakeholders to decide if it is worthwhile to continue.
Customer analysis provides a big-picture view of the market and opportunity, giving a comprehensive approach to explaining your company’s value proposition.
When dealing with stakeholders, influence and negotiation are important. The Bid or Proposal Manager will need to have conflict management skills no matter how well-honed his or her other interpersonal skills may be. The Bid or Proposal Manager must understand the stakeholders to be able to encode messages correctly and use appropriate channels to maximize the effectiveness of any communication.