Posts Tagged: Proposal management

Back to basics: Understand the full cycle of business development to get more contracts

My 7-year-old daughter, when working on a puzzle, knows to glance at the whole picture first, before starting to assemble the pieces. So, her process is to study the picture, and then find a corner piece to which she then starts adding pieces. We, as adults, sometimes forget to take a step back and lookRead… Read more »

Win Themes Development Techniques

Win themes have three main functions in a pursuit: 1. In the capture phase, win themes are a first step in defining win strategy (and not the other way around). They help create customer messages to position the company; identify competitive advantages; and document the real reasons the company will win. 2. During the proposal,Read… Read more »