| If It Wins, It Was My Idea; If It Loses, It Was Yours |
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Everyone wants authority over proposals, but no one wants responsibility for losing a proposal. Most proposals are a group effort, and whether it's a group of three or a group of 30, the buck doesn't stop on just one desk. The key figures must take responsibility for the execution of the key elements, and everyone else needs to abide by their authority. Someone Is Always in Charge A proposal team functions more like an Indian tribe than a Fortune 100 company. The chief makes the GO/NO-GO decision, but he doesn't ignore the advice of the medicine man, especially when cautioned that the draft must be completed and turned over for production by the time the howl of the Wolf is heard in the west wind. The expert for each element is who should be in charge at any one moment. In your organization, some people may play more than one role. A small proposal may involve just one or two people, but the hats they wear at each step are the same as outlined here, so you can still use this as an indication of how to manage all of your proposals. Next page in the Magic of Winning Proposals | Senior Management | Marketing Manager | Proposal Manager | Marketing Team | Proposal Coordinator |
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