Worked scenario
Every proposal starts from a blank page and an old one
A consulting practice's proposal effort is largely rewriting things it has already written, because nothing is held anywhere findable.
3 min read
A proposal arrives as an opportunity and is answered by finding the most similar previous one and adapting it.
Copying carries errors forward
Client names left in, scopes that no longer apply, rates that have changed. Each is embarrassing and each comes from adapting rather than assembling.
Effort against value
Practices rarely measure what a proposal costs to produce. Where they do, the finding is usually that a category of small opportunity consumes disproportionate effort and converts poorly, which is a decision about what to bid for.
What changes
- Reusable material held centrally and searchable
- Proposals assembled from components rather than copied wholesale
- Win and loss recorded against proposal type
- Effort per proposal measured against its value
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