Proposal management is the best practice process of leading a team through the written portion of the sales cycle. As the team writes, proposal reviews are a critical step in this process. It is here where reviewer reactions and insights advance proposal maturity and quality; where a choppy narrative becomes engaging, where more concise language builds credibility, and where added details drive a deeper understanding of the solution for a more lasting impression.
It may take multiple reviews to improve proposal maturity and quality. How well proposal reviews are managed will determine how far the team can go toward strengthening proposal quality to improve win probability.
In the third part of this Blog series, we will explore proposal management with a focus on cultivating review team collaboration to reduce time and increase proposal quality.
Collaboration for Faster, More Productive Reviews
Proposal collaboration typically begins at the Intersection of business development and proposal management; qualifying an opportunity. Where the rubber hits the road, however, is the collaborative team Interplay necessary to bring the organization’s understanding of an opportunity to light in the written proposal.
Where the team goes from here will determine how well the proposal resonates with evaluators. We like to think of this step as the Inspection; where reviewers identify compliance, solution and strategy issues, provide feedback and instruction, and address scoring goals.
How to Achieve Collaborative Inspection
Email out four review copies, and the odds are three copies will be returned. The odds are also that at least one will be a review of an older document version. There will be some helpful feedback, but some of it will be redundant and some of it will be ineffective, like, “this needs more”. Experience demonstrates that the more collaborative the review Inspection, the more fruitful the review and the more productive the revision.
There are four simple process changes you can make to achieve a collaborative review Inspection. The key is to give the reviewers what they need to be insightful and precise.
By harnessing collaborative team Inspection, teams make reviews faster and more productive, and deliver a clear roadmap for impactful revisions that advance proposal quality and win probability.
Read on for the fourth Blog in this four-part series focused on cultivating post-review revision collaboration to reduce time and improve proposal quality: Proposal Improvement.