Learn about the four pillars of data collection and auditing: training, collection, auditing, and reporting. And hear about examples of how CRM data is being used effectively to make intelligent decisions and prepare effective proposals.
A Better Approach to Go/No Go Decision-Making
Deciding whether an AEC firm should pursue a project or not can turn into heated debates. In this episode, I share why I think it’s so hard for AEC Firms to make these decisions, what the REAL purpose of a go/no go decision should be and walk you through a better approach to go/no go evaluations.
Remove the Waste in Your Proposal Process Using Lean Principles
Have you ever wanted to refine your proposal process? How do you ruthlessly eliminate waste from your proposals? In this episode, I talk to Kathryn Bennett, CPSM about applying lean principles to your proposal process.
How to Evaluate Your Business Processes
In this bonus episode, I’m a guest on the AEC Marketeer Podcast. We talk about how to evaluate your business processes. And, I break down differences I see between small, mid, and large AEC firms.
Improve Proposal Quality with Best Practices from Julie Trowbridge
In this episode, we cover the best practices to improve your proposal quality. I talk with proposal expert, Julie Trowbridge, to show us how to incorporate quality throughout the entire proposal production process.
ICYMI: Top 10 Proposal Management Articles
From finding potential new projects to getting a timely go/no go decision and producing winning proposals, this is a round-up of my best proposal management articles.
Five Items to Watch Out for When Reading RFPs
Whether it’s your first or hundredth proposal, it all begins with reviewing the RFP. I provide five items to watch out for when reading RFPs. These items can disqualify your proposal or provide a hidden advantage. I also provide you with an RFP Review Cheat Sheet to use as a reminder when reading RFPs.
How to Develop a Go/No Go Evaluation Process
I think that go/no go evaluations have a purpose, I just don’t want you to get hung on the process or a form. This article walks through why you need a go/no go evaluation, steps to develop a process and sample evaluation questions.
SMART-er Business Goal Setting
It’s often easy to come up with SMART business goals. However, it’s often difficult to gauge whether your SMART goals are also attainable and realistic.
The Nuts & Bolts of Win Rates
Just like almost every other statistic, win rates can be an elusive and manipulated number. There are many factors that can be counted into or left out when calculating the win rate, it is very hard to compare your firm’s number with another firm and often one office’s win rate…