The Problem First, I want to define ConOps for those readers unfamiliar with the term: Concept of operations (ConOps) is a document or graphic that communicates the characteristics of a proposed system from the stakeholder’s perspective (those who will use…
Yaaaawn. Even the best oral proposal can bore your audience. Why? Because our brains process information fast ... very fast. Your audience quickly tunes out once they decide the material being presented is unimportant or uninteresting; therefore, it is unnecessary…
Do you lose sales and proposals because of poor or no marketing? Odds are you do, and here is what you can do to fix it. Step 1: Understand How People Buy Based on my research and experience, all buyers…
There is a question that, if answered, gives you the insight to make sales and win proposals. I was invited to teach a class with Dr. Robert Frey, author of Successful Proposal Strategies for Small Businesses, at University of Maryland Baltimore County…
The solutioning process I teach is called U.S.E. The first step in this process is to Understand (U). Three core elements ensure understanding: customer, need, and requirements. Our proposed solution must resonate with the customer. To do so, we want to empathize…
Knowing what your customer truly wants is critical to winning a proposal. A deep understanding of your customer’s needs helps you connect your solution with their actual (sometimes unstated) needs. Poorly informed assumptions about your customer’s hopes, fears and biases…
An ATB Matrix makes proposal development easy by clearly defining the barriers preventing your customer from achieving their goals. Five years ago I attended sales training classes. In this class, they shared successful techniques for uncovering the true nature of our prospects’…
I have supported and reviewed over 1,000 proposals, and I have learned to quickly identify a winning proposal. All successful proposals are infused with a singular element that ensures it eclipses the competition. Before I share the winning piece to…
The quality of your proposal is indicative of the quality of your solution. Decision makers and evaluators instinctively choose solution providers, in part, based on clarity, compliance, and professionalism. A professional proposal tells decision makers that they are important and…
Most complex procurements do not need complex graphics. Clear, easy-to-follow language improves understanding, recollection and agreement. The same is true for proposal graphics. The KISS—Keep It Simple Silly—rule applies to all forms of communication. However, there are times when illustrating…