Articles tagged with : relationship management

Fed up with proposal politics? Ask Proposal Doctor

Dear Proposal Doctor, My proposal has become a hornet’s nest. The capture manager is intensely unpopular. She makes arbitrary and often unwise decisions with zero transparency. People have to go behind her back to get her decisions reversed because she will not engage in discussion. Although this could be a unifying force, instead the proposal team has broken up into factions, each trying to curry favor with senior management in an effort to get the capture manager replaced with a candidate of choice. The amount of politicking is mind-boggling. It is no wonder that no one is able to meet any proposal deadlines—they are all too busy plotting and scheming. It’s a demoralizing atmosphere, needless to say, all the more so because the behavior makes it less and less likely that we can win. As a proposal manager, my power is limited. Yet I am dying to do something to...

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