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Creating Winning Proposals
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Why should you attend?
Every wonder how the company down the street seems to get tons of new business. Often, its because they know how to write winning proposals. Unfortunately, most proposals fail. They fail to convince the evaluators that the bidder is capable of solving the buyer's problems at little risk and at a competitive cost. It is no longer enough to offer a low bid. To win, the proposal must demonstrate that the bidder is the best candidate. This workshop teaches you how to create proposals that win!
Since 1999, more than 600 firms attended Michael's workshops on Creating Winning Proposals. HAVING WORKED ON MAJOR RFPs AS WELL AS MAJOR PROPOSALS, MICHAEL HAS A UNIQUE PERSPECTIVE ON THIS TOPIC. Here's what some of the participants said:
"Very worthwhile. Although I've been writing proposals for many years, Michael provided many excellent tips and made me aware of new issues."
"As someone seeking new opportunities for further business, I found this to be of GREAT help."
"Facilitator gracefully handled participant questions and issues."
"Great and very informative. Thank you for offering it."
"An outstanding presentation."
"Insightful and useful"
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The Workshop begins with an introduction to selling to government. A brief review of public policy and the rules that governments must follow in obtaining goods and services.
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Topic 1
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Creating a winning strategy; What is a strategy? What is a winning proposal? How is the strategy created?
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Topic 2
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Problems and Challenges in Creating a Winning Proposal: When to bid/no-bid? Failure to convince the evaluators; failure to comply with the requirements; lack of proposal writing skills; ignoring the competition; failure to discuss past performance; failure to discuss risks.
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Topic 3
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Writing to Win: A proposal is a project; common faults failures; a winning format.
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Topic 4
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RFP Insights: Why issue an RFP? Why write proposals? How are proposals evaluated? How do evaluators really work?
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Topic 5
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How to lose really big! You will learn how to think like an evaluator when dealing with critical issues such as risk reduction, work reduction, and public scrutiny. You will learn how to write for evaluators. You will learn how to deal with boilerplate, costs, and the evaluators' needs.
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About Michael Asner:
An author, consultant and acknowledged expert on proposal writing, Michael Asner has over 20 years experience in proposal writing, primarily in the information technology industry. Since 1995, his workshops have been presented in U.S., Hong Kong, Singapore, and major cities in Canada. Participants have included major IT companies such as AT& T, IBM, Oracle, DMR and Sierra Systems as well as firms from most sectors including engineering firms, owner-operated printing companies, advertising firms, and personnel agencies. He is responsible for the content of www.proposalworks.com. He is on the editorial advisory board of Summit, the magazine of public sector procurement, and writes a column "In my opinion".
Visit Michael Asner's web site www.proposalsthatwin.com
View a newsletter on Selling to Government.
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