A team I supported lost one recently. It was an important one. They had a great team and worked hard to position and compete. I hate that. My clients pay me to help them win, and my track record is good. But that doesn’t make it hurt any less when we lose.
“Select your clients as carefully as they select you.”
Step 1: Define desirable client characteristics.
What makes a good client? What would make you want to work with them again? What would make you NOT want to work with them again? List the characteristics, then weight them.
Quality reviews play a critical role in a winning proposal. This document summarizes several proposal review steps that can significantly improve the quality and effectiveness of your proposals.
1. Identify Who to Focus on First
Don’t try to work with everyone all at once. Focus your energies on a small group who can help you create a “tipping point” or “ripple effect” that touches and changes the rest of the organization.
Winning that on-call contract is typically not a guarantee of work. It is a license to win work. Now you have to “mine” the opportunities. Waiting for the phone to ring is not enough. Here are some steps that will help you maximize the value of that contract and your relationship with your client. Success requires that you execute a rigorous marketing plan just like for any competitive selection.