| Pitfalls of the Magic Act |
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Using Themes can help immensely. But slapping any old silly thing on a proposal doesn't help at all. The magic is in having your issues laid out as you develop your Theme and knowing your client so that the Theme is specifically tailored to address them. Some organizations spend outrageous amounts of time and energy building a theme. You're not trying to reach the "ultimate" theme - that's impossible because there is not a "perfect" theme. On any particular proposal, you could use 6 or 8 different themes effectively. However, what is important is that the Theme captures the imagination of the team who will write the proposal. If you think that the Theme needs to capture the imagination of senior management, forget it. They're not the buyer. And it's not important that the theme evoke an immediate response from the customer. Just seeing the cover of your proposal isn't likely to do it. In fact, the best themes actually cause the customer to pick up your proposal first because they want to know why your proposal looks like it does: an old cookbook their mother used to have, a package wrapped in plain brown paper, or a picture of Pecos Bill trying to lasso a tornado. Themes... Next page in the Magic of Winning Proposals | Marketing Manager | Proposal Manager | Proposal Writers | Proposal Coordinator |
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