#35: Client Research: Proposal Pet Peeves and Common Winning Elements
Welcome back, Marketers! We are back and kicking off season 2 with a new episode. Have you ever wondered why a client may choose another firm over yours? Interested in making the client’s experience a better one? Today, I’m interviewing Sreoshy Banerjea, an urban designer and architect who has taken her knowledge and dug deep to find out what our clients want in a proposal.
Sreoshy’s research looks at what the client is looking for within your firm, your proposals, and more. From the basic factors like spelling errors to more sophisticated considerations such as diversity in age. We will discuss the biggest pet peeve of the client, as well as what makes a winning proposal.
In this episode, we talk about…
- Sreoshy’s career path: 2:04
- Sreoshy tells us about the recent client research she’s conducted: 4:42
- What do you look for when hiring and selecting consultants? 4:57
- Common factors from the client’s side that made them want to eliminate proposals?: 7:32
- Diversity in Age?: 11:06
- Client looking for the day-to-day lead to present AND lead the meeting: 12:45
- Technical details/Project Delivery aspect: 14:59
- Quality Control, do you have a system in place? 16:22
- Common winning elements for proposals: 17:05
- Which proposals have the more winning patterns? 20:15
- Clients biggest pet peeves reviewing proposals? 21:55
- ATLAS Framework – how can it help firms create better proposals? 26:44
Episode Guest
About Sreoshy Banerjea
Sreoshy Banerjea is the creator of ATLAS: A 5-step proposal roadmap that guides talented architects, engineers, and their marketing leads, who are stuck with a low RFP win rate, to learn how to tailor their unique value propositions in bids to land new clients. As discussed in our conversation, she is launching her course with limited spots and invites you to learn more by scheduling a call with her.
During her ‘day job,’ she is an award-winning urban designer at an economic development corporation in NYC where she guides urban design strategy and manages consultants on visionary master planning efforts. Prior to her time in the public sector, she has worked with a variety of internationally renowned architects, including Rafael Vinoly, and Dattner Architects. Sreoshy has a Master’s in Urban Design from MIT and a Bachelor of Architecture from Rensselaer Polytechnic Institute. She spends her free time chasing her toddlers when she’s not focused on ATLAS or envisioning the future of NYC as ‘the client.’
Follow Sreoshy on Instagram @creativerfptoolkit and on LinkedIn for RFP myth busters, and proposal tips and tools. Download her free resource, ATLAS: A 5-step proposal roadmap here.
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