SMPS STL and McCarthy Building Companies hosted a live webinar “Win More Work: the Difference-Makers of Winning A/E/C Proposals” in December. It’s always good to be reminded of the Dos and Don’ts of great proposal writing! The presenter, Jim Rogers, discussed the basics that we all know (or should know!), but still often fail to follow. As with most presentations that cover a lot of information, you’re lucky if you walk away with one or two ideas that resonated with you for one reason or another. One of the discussion points that stuck with me was the 5:1 ratio – five mentions of the client to each mention of ourselves. I’m challenging everyone to try to meet this ratio in your future proposals and let me know how you do! Please share your experiences!
Jim Rogers is an executive with a global management consulting firm and an expert in selling intangible, technical services to clients with formal procurement processes. His website, http://unbridledrevenue.com/ along with his book, “Win More Work” are great sources of information for engineering and architect marketing professionals. Check out the SMPS archive blog at: http://unbridledrevenue.com/category/smps/
About the Author:
Paula Grahlherr is an Associate of Shannon & Wilson, Inc. She is responsible for proposal strategy and content for major pursuits for the firm’s Saint Louis office and for federal pursuits across the company. Paula has been an active member of the SMPS St. Louis Chapter since 1995.