| Check Out the BUGS |
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This is an important time to review all the information you've collected on your Black Hole Report , to determine if the CASE has changed, and see if any of the ISSUES been solved or changed. One area to check out carefully is the BUGS . Bosses Users Gatekeepers Supporters
The Boss
Remember: the Boss is the only player who can say YES and make it happen. No one else can. The ISSUES you must meet are those of the Boss. If you don't know or can't solve the Boss's issues, you will not get the client(s) to say YES. If you can't answer the Boss's issues, they might even re-allocate the budgeted funds to another project altogether. The Users The Users must have their issues answered as well. Their requirements are usually obvious. If you couldn't meet their needs, you're likely to have made a NO-GO decision long ago. The Gatekeepers What makes the Gatekeepers important is that they can say NO. Even when their issues are in direct conflict with the Bosses, they can manipulate the situation to your disadvantage. A careful approach in your proposal should allow you to avoid any landmines of this sort, so long as you know where the landmines are in advance! The Supporters Check your results by checking with your Supporters. Good Supporters know whether you've nailed the most important issues and whether your perception is in focus. But until you're accustomed to working with Supporters, be cautious in how you use their suggestions. You can't always be sure they have an accurate picture of what is really going on; however, they're more likely to have a better idea than you can divine. They're inside; you're just looking in from the outside. Once you've checked the BUGS and outlined the ISSUES, you can plan how to solve each of them. The notes from your brainstorming session are important for the rest of the process. If you find that you can't answer all of the ISSUES, the next question you need to answer is whether or not you can answer more of them than anyone else. Next page in the Magic of Winning Proposals | Marketing Manager | Proposal Manager | Marketing Team | Proposal Coordinator |
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