How to Create Great Proposal Themes Part 1
By Chris Simmons, founder and principal member of Rainmakerz Consulting
This is the first in a multi-part series of articles on how to create great proposal themes. Part 1 explores the definition of a theme and the benefits of theme development in the proposal process.
When you think about it, proposal writing is really about telling a story. A story about how your solutions to problems are better than your competitors’ in ways that really matter to your customers. All too often, the story is written by authors who are responsible for different chapters with no clear idea of the setting, the characters, the ending, or even the moral of the story. When the proposal manager puts all of the chapters together for the first time (Pink Team) it’s no wonder that the feedback is all too predictable – “solutions not clearly articulated”, “claims are unsubstantiated”, “compelling themes and discriminators are either hidden or missing”.
Most proposal teams understand the value of developing themes as the basis for telling their story. But very few teams take the time to develop the central features, benefits and supporting proof in sufficient detail to achieve the happy (winning) ending they desire.
To read the rest of this article, go here:
http://www.24hrco.com/images/articles/html/WinThemesPart1.html
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