Category Results for Pre-RFP Preparation

5 industry trends that affect bid and proposal professionals’ employment

B&P professionals should understand how to develop, script, and present oral proposals and demonstrations

In 2022, the following 5 industry trends will impact bid and proposal (B&P) professionals’ employment, development, and retention. 1. The scramble to hire experienced B&P professionals Finding experienced business development (BD), capture, and proposal professionals who are well suited to support a company is difficult—especially as many Baby Boomers who hold leadership positions retire. To address this gap, many companies rely on corporate headhunters to find candidates, while others hire consultants or promote from within to fill vacant positions. 2. Retaining skilled B&P professionals High turnover in the industry is still linked to tight deadlines, long hours, and high-stress work. Smart companies are offering work life balance alternatives, remote work options, training, and competitive compensation packages to retain valued employees. 3. Training gaps As companies promote from within to fill vacant positions or decide to train technical staff to provide additional B&P support, they are identifying training gaps. To fill … Continue reading 5 industry trends that affect bid and proposal professionals’ employment

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20 tips for conducting smooth client demos and oral presentations

Final preparation and follow-up checklist

Here are 20 tips for conducting smooth client demos and oral presentations. (The most important tip is to be well-prepared to deliver the presentation and respond to potential questions from the customer under pressure!) Checklist: Things to set up before the presentation Perform updates or upgrades on the computer well before the presentation to prevent untimely disruptions, and turn off automatic notifications from all programs. To mitigate hardware issues, have backup equipment available. For example, use one PC to deliver the presentation and the other to preclude an equipment failure, serve as a teleprompter or knowledge-base, and support back-channel communications. To mitigate delivery failure, download copies of the slides and script to your PC, print a hardcopy of the presentation and script, and designate a backup to take over in case of failure. Provide online presenters with a common slide background. The background should list their company name, name, title, … Continue reading 20 tips for conducting smooth client demos and oral presentations

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50 Words and phrases that call attention to your benefits, strengths, and discriminators

Helps the customer recognize them and can help raise your proposal score

Calling out your benefits, Strengths, and discriminators helps the customer recognize them and can help raise your proposal score. You can call out benefits, Strengths, and discriminators using icons, graphics, tables, words, and phrases. Consider using any of the following 50 words or phrases to call attention to the benefits, Strengths, and discriminators in your proposal. Words Advantage Benefit Differentiator Discriminator Eclipse Exceed (requirements, service levels, acceptable quality levels) Excel Exclusive Go beyond Greater than High (confidence, marks, recruitment, retention, value) Low (risk, cost) Master More than Only Outclass (outdo, outshine, outstrip, outweigh) Over Pass Significant Singular Strength Surpass Top Transcend Unique Phrases Before using one of these phrases, connect it to a user requirement, quantify or qualify the phrase, and follow it with a proof point from your experience. A benefit of our approach is [fill in the blank] A differentiator of our approach is [fill in the blank] … Continue reading 50 Words and phrases that call attention to your benefits, strengths, and discriminators

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