TArticles tagged with: listening

Capture and proposal innovations: activate your listening campaign

What do customers really want? As capture and proposal professionals, that question haunts us. We work very hard to understand customer hot buttons and craft our solution accordingly. However, too often, the proposal focuses too much on our solution and too little on articulating a value proposition that truly reflects the customers’ desires. As you strive to understand what is “behind the curtain,” take an honest look at your listening skills. As George Bernard Shaw said, “The single biggest problem in communication is the illusion that it has taken place.” We often schedule meetings with customers and spend most of the allotted time presenting our capabilities rather than listening to the customers’ wants and needs. In reality, your capture plan should be 90% about listening and 10% about talking. However, listening, as opposed to hearing, is a learned skill that requires active, conscious effort. So, how can you best embark … Continue reading Capture and proposal innovations: activate your listening campaign

Continue reading...