In this episode, I share a lesson from my Proposal Pro Course – Gap Finding. In this lesson, I explain what a gap is and why it’s critical to help differentiate your firm. And then how to find gaps for your pursuits.
The Most Popular Podcast Episode of 2021
I wouldn’t be a good podcast host if I didn’t end the year with a “Best of” or a “Most popular episode” replay! So here it goes. The most popular podcast episode of 2021 was…Client Research: Proposal Pet Peeves and Common Winning Elements.
Client Research: Proposal Pet Peeves and Common Winning Elements
Have you ever wondered why a client may choose another firm over yours? Interested in making the client’s experience a better one? Sreoshy Banerjea brings her first-hand experience and client research to share clients’ biggest pet peeves, as well as what makes a winning proposal.
Hidden Pursuit Plans
This is the second half of my conversation with Frank Lippert, FSMPS, CPSM of GO Strategies. In this part, we talk about turning around your go/no go form and use it to guide your repositioning and capture planning.
5 Questions to Make Better Go/No Go Decisions
In this first part of a two-part series, I talk with Frank Lippert, FSMPS, CPSM about the questions to ask to make better go/no go decisions. We talked about when to make these decisions and five key questions to ask. Make sure to not only listen but share this episode internally with your firm leadership.
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.
Does the Competition Matter?
When you are putting together proposals, how much attention should you give your competitors? Does competition matter? Yes, but maybe not in the way you think it does. I share how you can do competitive analysis in the pre-proposal and proposal phase and provide a template to get you started.
When a Win Strategy Works
I thought I would shift gears a bit and share a personal story about a time when having a documented win strategy paid off for our firm. I guess I just spoiled the ending of this story for you. Our firm did win the project; however, I still encourage you…