Often I hear Business Development Managers cribbing about Proposal development which can be quite a headache and prospective clients giving them a hard time, so I have gone ahead and placed some important pints on a list to help you differentiate you from your competitor by mentioning :
- Track record
- Patent technologies
So start this process by :
Identify each strength, for example size and see:
Where this can be flipped around so that it becomes a disadvantage.
For example, size can imply inflexibility and red-tape. You can highlight your nimble work force and the speed of response. You can then work through all of the strengths and write your bid so that:
Each ‘strength’ is identified - but the risks are flagged next to it. You then show how you would resolve these and build trust in the proposal assessor’s mind.
Each ‘strength’ is identified - but the issues are discussed next to it. You then show how issues may arise if the grant provider chooses a larger firm and why selecting your firm may be a safer option.
If you want some perspective on how you or your company needs to enhance their Sales/Client Management Capabilities, please email me at firstname.lastname@example.org