In this business, we often focus on Language That Sells (see: Place Cliche Here). We come up with what we think is some great language, and we use it over and over, and, ideally, often it works.
From the contractor perspective, it’s easy to see when a client is looking for exactly what your company provides. The opportunity is posted on a GSA schedule on which you are listed. The work is similar to other projects you’ve successfully completed over and over for like clients, or perhaps even other offices within the same agency. Q&A confirms your suspicion that the client’s ultimate goal is in line with exactly what you do.
But there’s another step.
What are you doing to make each proposal specific to the needs and ultimate desires of your potential client? What about your proposal stands out to say, hey: we have really spent time thinking about your actual problem and how to best solve it for you?
Don’t waste time writing rote proposals. Even when the original work is well-written, contract officers can tell when all you’ve done is a global search and replace. Customization matters.
Here at Qocreate, we advocate our three-part Story, System, Style process because it works. It saves our clients time when putting together proposals. Past performances don’t change much, project to project; neither do technical solutions.
In our experience, time spent creating these chunks of content pays off in spades. And you can use some of the time you save to perform the following tasks to make your proposals even more competitive:
Implementing these ideas as part of your proposal routine will result in proposals that win more often. And that’s the bottom line, isn’t it?
Need help with your proposal or business development processes? Qocreate is always happy to talk with you to identify potential issues and solutions, and your first call is on us!