Insights Blog

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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Tips for shredding RFPs quickly and accurately

Being able to shred RFPs and develop compliance matrices and outlines quickly is essential

Most companies want to minimize the time spent preparing Requests for Proposal (RFP) compliance matrices without skimping on accuracy. Typically, companies allow one to three days from the time they receive an RFP to the time the kickoff meeting occurs. Within that timeframe, proposal managers must also create kickoff slides, complete the proposal schedule, arrange team communications, prepare outlines and templates, and coordinate staff and logistics. So, being able to shred RFPs and develop compliance matrices and outlines quickly is essential. Consider these factors before selecting the most efficient path to shredding RFPs and developing compliance matrices and outlines. Is the RFP simple, or is it large and complex with multiple documents? Does the RFP follow a straightforward organization with defined sections for instructions, evaluation criteria, and a statement of work (SOW)? Does the RFP use key words such as will, shall, and must to identify requirements? Are the instructions, … Continue reading Tips for shredding RFPs quickly and accurately

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When to stop last-minute changes

Consider the type of change you are making and how it affects proposal timeliness and quality

One of a proposal team’s biggest frustrations is last-minute changes, which can introduce errors into written proposals or cause synchronization issues with oral proposal slides and scripts. Before making last-minute changes consider the type of change you are making and how it affects proposal timeliness and quality. Table 1 Column 1 lists welcome changes that can make a proposal more compelling or increase its score. Table 1 Column 2 lists unnecessary changes that may cause significant work, burn out team members, and not increase a proposal’s score. Table 1. Types of last-minute changes to consider If you routinely get a lot of last-minute changes: Provide leadership with a schedule and specify how last-minute changes affect delivery. Ask leadership to describe how unnecessary changes can improve the proposal’s score. Explain how the last-minute changes affect quality, timeliness, and team morale. By negotiating last-minute changes and picking your battles, you can gain … Continue reading When to stop last-minute changes

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