Strategic Proposals is committed to staying at the forefront of innovation in proposal development, so we're exploring applications of AI in our proposal development process.

In today's competitive bidding landscape, social value has become a critical component for winning contracts. Laurence Higgens, a social value expert, recently shared his insights on this topic during a briefing given to the SP team. This blog explores the key points discussed and provides actionable advice for bid and proposal managers to help maximise evaluation scores in bids and make a real difference to the customer and their communities.​

The challenge for managers is to instil a culture of learning and adaptation, drawing lessons from past bids to refine future strategies. This process of reflection and analysis is crucial for evolving practices and staying ahead in a competitive landscape. ​

Leveraging technology is a game-changer in our world​. The challenge is like a surfer balancing on the top of an ever growing wave of tech. Staying on top of the wave and abreast of the latest tools and software is key to success and streamlining processes and enhancing efficiency. But that's easy said than done. Bid and proposal leaders and managers must navigate an ever-evolving tech landscape to find solutions that can give their teams (and wider groups of subject matter experts and sales) a competitive edge. ​

Building a collaborative team culture is a vital challenge for bid and proposal managers. According to our ProposalBenchmarker data, creating a positive team environment is one of the areas that sets the very best bidding organisations from the rest. It's the foundation upon which successful, winning proposals are built. A team that works well together, sharing knowledge and resources, is more likely to produce a winning bid. However, fostering this kind of cooperation and trust within a team is not always straightforward. ​

Resource coordination is a critical challenge in bid management, where managers must juggle conflicting priorities and finite resources. The ability to balance the demands of multiple bids, each with its own set of tasks and deadlines, is essential for ensuring that each proposal receives the attention it deserves. And by the way… if you can't give it the right level of attention – guess what – don't push it. No bid it. ​

Navigating the murky waters of ambiguity is a common challenge for bid and proposal managers. The task of managing uncertainty in client requirements or project scopes is daunting, as it can significantly impact the direction and quality of a proposal. Ambiguity can stem from vague project outlines, fluctuating market conditions, or unclear client expectations, leaving managers to make strategic decisions with incomplete information. ​

In the intricacies of bidding, every step, every move counts. But what happens when there's a missing link in the chain? Much like a strong metal chain, the strength of a bid lies not just in its individual components but in their connection, their seamless integration, creating an unbreakable sequence of strategies and tactics that leads to you winning. ​

Enhance proposals by applying product management principles: storytelling, personas, communication, and market insights.

The ability to keep a bid plan on track ensures that every phase of the proposal process is completed on time, ultimately leading to a timely submission. However, the complexity of coordinating multiple tasks and contributors can often lead to delays. The risk of a derailed schedule is significant. Time is a finite resource, and any delays can compress the remaining schedule, forcing teams to rush and potentially compromise the quality of the proposal. Moreover, missing the submission deadline can disqualify the bid altogether, wasting the effort and resources invested.

Ensuring the highest quality of content from contributors is a pivotal challenge for bid and proposal managers. The quality of the content can make or break a proposal, and it's essential to harness the collective expertise of your team to produce a compelling bid. However, managing a diverse group of contributors and maintaining a high standard can be daunting. ​

Crafting a winning strategy is a pivotal challenge for bid and proposal managers. It involves translating a conceptual framework into an actionable plan that resonates with clients and sets the stage for a successful bid.

Effective communication is the cornerstone of successful proposal development. For bid and proposal managers, the ability to convey clear and consistent messages throughout the bid process is paramount.

Delegation is more than just assigning tasks; it's about empowering your team to make a difference on each bid they contribute to whilst ensuring you’re able to guide the opportunity to victory. Discover practical tips and strategies to delegate effectively, ensuring that every member of your team is engaged and contributing to their fullest potential.

Recently, one of our team had an eye-opening conversation with a client who revealed that they only run a very basic level of capture on less than 5% of their opportunities. This got me thinking – how many of us are truly leveraging the full potential of our capture management processes?

Insights from our recent poll: ​What's the right balance between internal bid process/governance effort versus creating a compelling proposal?

Crafting proposals that resonate with customers is more essential than ever. Discover how a customer-centric approach can distinguish your proposals from the rest and why it's crucial to appeal to both the logical and emotional aspects of your evaluators.

Dive into the transformative journey of proposal design and learn how these unsung heroes are redefining success in the competitive realm of bidding.

This paper contains the results of brand-new research into the innovative ways organisations are leveraging GenAI to enhance their proposals.