Capture management involves developing an understanding of the customer, the solution, and the competitive environment, and then turning that understanding into a plan for how to win the bid. One can never have enough information. Like the pursuit of perfection—impossible to achieve but necessary to try.
When we ask proposal specialists whether they have a proposal process, they will almost always answer “yes.” It would be embarrassing to do otherwise.
Recently I was working with a client, helping them improve their Executive Summaries. We focused on developing a more client-centered message. We talked about focusing on the customer’s problems first, then showing how solving those problems would deliver a big payback to the client’s organization.
Different sales methodologies have been rolling around in my head lately as I have been thinking about how technology manufacturers should best focus their efforts in the government sector.
Many business people avoid new business development that requires written proposals. They believe common myths about the subject that are, in fact, false. The following five myths about proposal writing refute and demystify the process.
I just got back from four days in Las Vegas. I spent the first two days working with Kaiser Permanente, and that was delightful--speaking at their national sales meeting, working with their proposal writers, and leading a workshop for their sales people.
I had a very disturbing conversation with Nick Oulton the other day. Nick is the UK-based author of Killer Presentations, and an expert on using PowerPoint.
At a training presentation, I recently presented I was asked, "Who should write the proposal—the business unit, or the proposal department?" Sensing a trap and not wanting to get dragged into any internal politics, I gave the following nonanswer:
Grants come in all shapes and sizes and from a number of sources. The Federal government is by far the largest source of direct grants, with State and Local governments, Industry, and private foundations following in that order. You might ask, “What can I use a grant for?”
As our customers already understand, OCI is a different kind of proposal support service provider. Given the constant evolution of the Government acquisition environment, we realize the importance of performing as "Proposal Knowledge Shop" that shares insight into our industry's important Government relationships as well as providing expert proposal support services.