An aside in an article the other day reminded me of a technique I used to use all the time: "What if...?" So I thought I'd put myself in the position of a proposal support team, and have a play...
What if... when we’re the incumbent, the opportunity never got to a competitive RFP, unless the client simply had no choice?
What if... we knew about - and had already actively worked on - all of the must-win renewals and new opportunities that we'd be called on to support, many months in advance?
What if... we only worked on new business opportunities when we were absolutely confident we could win?
What if... every time we opened an RFP we'd decided to chase, we recognised our language in the document and knew it played to our strengths?
What if... we'd written most of the content for our proposal before the RFP ever landed?
What if... our win themes were so compelling that, were our competitors to learn them, they'd "no bid".
What if... we could draw on brilliant writers and superb designers, so that proposals were by a long way the best documents to leave our company's doors?
What if... our technology we used to help us run proposals was the coolest out there?
What if... our proposal presentations were so good that the evaluators would be telling colleagues and friends about them for weeks?
What if... we never had to work ungodly hours, or give up our weekends, because "that's the only way we can get it done"?
What if... colleagues clamoured to work on proposals, and found their day jobs so dull in comparison?
What if... as a result of our contribution to our organisation's success, our proposal support function was recognised as a business-critical team, championed by our friends in the C-suite!
What if... we were seen in the profession as the team to be part of, and rewarded commensurately?
Oh, but I could play for hours. And, you know, none of these needs be an impossible dream. Is it time to take the journey from "What if..." to "What happens is..."
Posted by Jon
What if... when we’re the incumbent, the opportunity never got to a competitive RFP, unless the client simply had no choice?
What if... we knew about - and had already actively worked on - all of the must-win renewals and new opportunities that we'd be called on to support, many months in advance?
What if... we only worked on new business opportunities when we were absolutely confident we could win?
What if... every time we opened an RFP we'd decided to chase, we recognised our language in the document and knew it played to our strengths?
What if... we'd written most of the content for our proposal before the RFP ever landed?
What if... our win themes were so compelling that, were our competitors to learn them, they'd "no bid".
What if... we could draw on brilliant writers and superb designers, so that proposals were by a long way the best documents to leave our company's doors?
What if... our technology we used to help us run proposals was the coolest out there?
What if... our proposal presentations were so good that the evaluators would be telling colleagues and friends about them for weeks?
What if... we never had to work ungodly hours, or give up our weekends, because "that's the only way we can get it done"?
What if... colleagues clamoured to work on proposals, and found their day jobs so dull in comparison?
What if... as a result of our contribution to our organisation's success, our proposal support function was recognised as a business-critical team, championed by our friends in the C-suite!
What if... we were seen in the profession as the team to be part of, and rewarded commensurately?
Oh, but I could play for hours. And, you know, none of these needs be an impossible dream. Is it time to take the journey from "What if..." to "What happens is..."
Posted by Jon
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