Imagine the customer finding a web page providing insight into the issues they face in getting what they want. What would it look like? What would they do with the information? Below are a series of topics that a potential customer would find very helpful if you published the answers. Take a look at this list as you consider what the customer needs to know to write an RFP that results in them getting what they need:
The entire Federal acquisition process runs on content. Either you’re influencing it or responding to it. At. Every. Single. Step.
Watching TV growing up and seeing thousands of advertisements every day has ill prepared people for content marketing. They practice sales in writing when they should be doing marketing. People only procure contracts for services and solutions from companies they trust. Content marketing is about earning trust. Sales requires trust. See the difference?
How much does it cost to do things the right way? What does doing things the right way mean when it comes to what you should offer in your proposal?
Incredible amounts of time and energy are wasted in proposal arguments that are basically pointless. They cause delays. They create extra work. They make people dread working on proposals. And they probably do more to lower your win rate than raise it.
When most people think of a proposal re-use library, they think of pre-written proposal sections. We’ve invented a new kind that can have a far greater impact on your win rates. Instead of trying to capture all of your proposal text and recycle it, which turns out to have a negative impact on your win rate, try focusing on your bid strategies instead.
Waiting for a contract before you start developing your customer relationships is doing business development backwards. There are more ways to get ahead of the RFP and start relationship marketing than most people realize. This is a critical first step towards being able to influence the RFP.
The complexity of a proposal effort is driven primarily by two factors:
- How many people do you need to contribute to the proposal? Developing a proposal with other people involved means you need planning, estimating, progress tracking, quality assurance, and all the other aspects of project management.
- Are you willing to invest in winning? Even though we want to believe that every proposal deserves a heroic effort to win, some have a higher priority than others. The effort you put into research, planning, and quality assurance depends on that priority.