Articles tagged with: value proposition
At the 2011 APMP International Conference, Lohfeld Consulting Group’s Managing Director Brenda Crist presented an informative session on mitigating proposal risks. Here are Brenda’s identified Proposal Business Case Review Risks and recommended Mitigation Strategies:
- Business case in not consistent with the technical and management solution. Immediately correct the inconsistencies in both proposals.
- Assumptions are not documented. Define all known assumptions that could impact the price or operational delivery.
- Company is unable to meet the terms and conditions specified by the client. Document what terms and conditions you are unable to meet and why, if the customer is open, renegotiate the…
One Monday morning, I received a frantic email from a friend who’d been interviewing for proposal manager positions. “Beth, what’s your 30-second response to what makes a proposal compelling?” She’d been asked that question during her interview and thought she’d flubbed the answer. She wanted to hear my perspective so she could prepare for her other interviews later that day and the next.
I paused for a moment to consider the question and then banged out this response, “A well-developed value proposition and (technical) solution supported by excellent pre-RFP capture development and client intimacy. A cleanly designed proposal with relevant,…