Close the Deal: The Difference Makers of Winning Proposals

Target Audience: Seller-Doers, Account/Project Managers, and BD/Marketing Pros

Goal: Understand and begin to apply fundamental principles of persuasion in proposals

Duration: 1.5 Hours

Most engineering firms fail to stand out against their competitors in written proposals. They suffer from sameness and the tyranny of low expectations.

Decision-makers may be overwhelmed with a tough decision between indistinguishable choices. Your risk is that they may choose based on gut feel or, worst of all, based on price. In this module, learn the first steps to writing compelling, memorable proposals that win more work.

Learning Objectives: The purpose of this module is for you to use basic strategies for preparing winning written proposals. In this module, you will learn how to:

• Avoid the “betterness trap” that makes proposals forgettable,
• Put your clients first, rather than boring them with puffery about yourself,
• Address buyers’ spoken and unspoken needs, and
• Write clearly and persuasively.

WHAT ACTUAL ACADEMY MEMBERS ARE SAYING

“I thought the content was great; I immediately recognized that a number of the “do not” items are regular occurrences in our proposals and after explanation fully understand their irrelevance. I thought discussion points and examples really drove the points home.”—John

“I am looking forward to the next module. It’s a great learning tool for me and I’m glad my firm selected me to attend. I can’t wait to use the practices in real world proposals...”—Brian

“Many of the concepts were new to me, but the manner in which Jim presented them was very helpful in understanding.”—Richard

“Good advice on how to approach the client and ways to find out what they really want.” — Thomas

“Great presentation. Looking forward to continuing with this program.” — William

“I thought the presentation was very informative and helpful - can't wait for the next session! Thank you!" — Jennifer

“The webinar was an effective means of presenting the winning proposal material.”— Donald

“I felt the program was good. I like that it was interactive.”— Javier

“It was a good starting point, and a practical, usable lesson.” — Ryan