I’m remedying that with the outline below, which covers proposal processes: What to look at and how to divvy up the work, from the time an RFP first comes in the door until you put it in FedEx. It’s a framework that can work for everyone from one-person shops to large agencies.
Back in this post, I offered an outline of how to handle a new-business-proposal. What was missing? The process behind the content — what to think about before, during and after you were following that (very insightful!) outline.
A colleague from another shop and I recently talked about hiring and how you ferret out talent in an interview. We traded interview questions and, while I don’t want to post his without permission, you’re more than welcome to use mine.
I’m always surprised when teams pitch business, lose, and then can’t tell me why they lost when I ask. Chances are you lost for one of three reasons, and I’ll get to those in a bit. For now, ask yourself while you lick your wounds: What type of bidder was I?