Of course, I've also written proposals that lost, especially in the early days. The key mistake I made then was not responding to the specific needs of the recipient of my proposal.
It actually took me some years to realize that the other party wasn't really interested in my stuff. He was more interested in his stuff.
Once I realized this, it was as if I had just smashed through a solid concrete wall! I felt unstoppable... just as you will feel after taking our Proposal Writing Course!
It got to the point where I was almost directly asking, "How will you evaluate my proposal?" If I didn't get a clear response, I didn't waste any time on writing a proposal.
As someone who was making proposals, I was always intrigued by the evaluation process. Of course I always wanted to win, but I was actually more interested that the process be fair.
When I started my own engineering consulting business, I got a chance to know all about evaluating proposals.
Evaluating Proposals – Lessons Learned
As a consulting engineer, I was writing specifications all the time. The objective was to get my clients what they wanted, even though they sometimes didn't know what they wanted!
The main reasons clients didn't always know what they wanted were:
So the challenge was to do an evaluation of a client's needs and then turn that into a specification that allowed bidders to describe how their proposed offerings met my client's needs.
The main thing I learned in evaluating proposals is that most people (and companies) are more interested in talking about themselves than they are in understanding the needs of their potential business partner or funder. Don't you make that BIG mistake!
So there you go... background and rationale!
Anything More You Need To Know?
Something else that may be of interest is that as well as being a registered professional engineer and Internet business consultant, I'm also a certified hypnotherapist. It's been very useful to better understand and help people and... to write winning proposals!
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