Proposal writers often spend over 100 hours preparing RFPs.

➡️The real secret to a strong bid isn’t just about how clear the messaging is.

In fact, most proposals include overly technical data, lengthy resumes, and confusing jargon that won't help you stand out. 😕

This raises the question: are your proposal writers and business development team overlooking the importance of selling your firm within the proposal itself?

Remember, selling your firm in a proposal isn't about a pushy sales pitch that readers recognize a mile away. 

Selling your firm in an RFP means knowing how to:

🎯Subtly weave in the benefits of working together
🎯Address possible objections long before the shortlisted interview
🎯Reduce the risk of hiring your firm

By making selling within your proposals a priority and using these techniques in your next submission, you’ll see your hit rates improve. 

If your firm is losing bids in short-listed interviews and you don't know why, this is for you.

Business development and marketing professionals often use cookie-cutter templates or copy-and-paste sections of proposals.

Then, you wonder why you lost the project.

Many of you tell me you don't know what happened.

Yes, you do.😕

🔷You didn't take time to differentiate your expertise and work.

🔷You didn't take time to make prospects feel special.

🔷To help them sleep easier at night.

That's the REAL reason your competitor beat you.

Burnout doesn't give you permission to use boilerplate content.
Burnout is a sign that priorities and mindsets need fine-tuning.

Refine your communication skills and see how quickly things turn around. ⬅️

A/E/C stakeholders pay attention and hire firms when business development teams show their critical thinking skills. 

If your emerging leaders want essential communication strategies to grow trust, confidence, and business, take a look at this training I did for the SMPS-Palmetto chapter.  

Watch the presentation here.

🧨🧨And plan to take lots of notes!🧨🧨

Reach out if your organization wants today's tools that build confidence and help win bids. 

The phone call was from a 215-Philly area code.

Assuming it was my cousin, Marc, I picked up the phone. 📳

To my surprise, the caller was a woman who knew my first name. 

She asked to speak with the director of technology for my firm.🙃

As an entrepreneur for 24 years, my firm has an agile team of freelancers and part-timers. 

Interestingly, the technology department is my husband. 

He's an IT project manager working in the next room in our home. 🏠

The key takeaway from this encounter is the importance of thorough research before shortlisted interviews and networking events.

🎯Look online for insights about people you'll be interacting with so you know their values, projects, and interests. 🎯

You'll gain valuable information and have more meaningful and memorable conversations. 

This level of preparation not only establishes trust and respect. It also fosters genuine connections with decision-makers. 

🎆Know your audience ahead of time. 

This is how competitive A/E/C firms win ...

Communication tip for Architects, Engineers, and Construction Professionals: 

When pursuing new business, pursue curiosity at every turn of the project lifecycle. 🎯

Curiosity helps beat competitors as it: 

🧨Engages people
🧨Develops deep listening
🧨Guides you to ask better questions (gather the proper intel) 
🧨Improves critical thinking skills
🧨and much more.

Curiosity is a business growth strategy and leadership trait that people can learn. 

Successful A/E/C project managers use it to win shortlisted interviews. 💰

Reach out to discover how this powerful communications and marketing tool transforms your competitive advantage. 🔓

Life, liberty, and pursuit management.

OK, so the US founding fathers said the pursuit of happiness. 🎆

For A/E/C purposes, the go/no-go phase of RFIs and proposals is critical to growth and competition. 

It's important to involve project managers and other key individuals in decision-making.

Have you considered inviting quieter staff who may or may not be client-facing? 

📈Their insights may have significant go/no-go consequences that improve productivity and profits. 📈

The differentiator is within team communication and selecting the best bid opportunities.

👉Pursuit management must include the pursuit of the right people from your team.