Turn Your Proposal Into a Marketing Tool
Knowledge nugget: Even though RFPs (or requests for proposals) ask for lots of information about your company and its capabilities, decision-makers quickly become bored with proposals that are all about your company and its capabilities. Go figure.
Successful proposals are customer-centric, not company-centric. As with all other marketing material—and proposals are marketing material—they should focus on your customers’ needs, not your accolades. The trick to developing a successful proposal is understanding the reason for the information requested and then crafting a response that addresses what they REALLY want to know.
THE SELECTION PROCESS
Step 1: The Proposal.
Step 2: The Presentation.
Make your presentations stand out.
The Pulitzer Prize-winning novel by John Steinbeck, entitled Grapes of Wrath, depicts the hardships faced by the Joad family as they struggle to survive during the Great Depression.