Difference Makers of Superior Proposals Part I
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
Date: March 16th, 2016 12:30pm – 2:00pm EST
Description: Many engineering firms fail to stand out against their competitors in written proposals and interviews. Decision-makers may be overwhelmed with a tough decision between indistinguishable choices. Your risk is that they may choose based on recency (that is, he who goes last wins), gut feel, or, worst of all, price. In this session, learn why being memorable is the key to winning more work.
Learning Objectives: In this interactive session, Part I of II, you will learn the most powerful elements of persuasive proposals:
- Why being memorable trumps being “better” than your competitors
- Being memorable is not about glitz or marketing fluff – you can engineer being memorable
- The Three “S” Elements (substance, structure, style) of proposals that make you memorable
- Substance elements that connect with decision-makers
- Why now? The easiest question, but one that is essential.
- What do they REALLY want?
- Why you?