Posted by Jon
It’s ten years to the day since The Spice Girls hit the top of the music charts in the UK with their debut single “Wannabe”. Its chorus? “I’ll tell you what I want, what I really, really want.”
If your document is going to prove truly compelling for the customer, you need to get under the skin of the buyers’ real needs. As those of you who’ve heard us speak at conferences will probably recall, we’re therefore great believers in what we term “The Spice Girls’ Theory of Proposal Strategy”:
It’s ten years to the day since The Spice Girls hit the top of the music charts in the UK with their debut single “Wannabe”. Its chorus? “I’ll tell you what I want, what I really, really want.”
If your document is going to prove truly compelling for the customer, you need to get under the skin of the buyers’ real needs. As those of you who’ve heard us speak at conferences will probably recall, we’re therefore great believers in what we term “The Spice Girls’ Theory of Proposal Strategy”:
“Tell me what they want, what they really, really want.”
A great proposal doesn’t just answer the very logical questions in the RFP: it has to hit the right notes for the buyers at an emotional level.