Proposal management involves carrying the weight of the process on your shoulders. You’re responsible for creating workflows, assigning tasks, and managing the entire team. Recognize that everyone contributes a piece to the puzzle, and seamless collaboration is essential.
Securing a successful proposal extends beyond technical writing and adherence to client submission guidelines. The process begins well before delving into those technical specifics. As a Proposal Manager, it is crucial to recognize that leveraging soft skills significantly contributes to your team’s achievements.
Setting the Tone in Proposal Management
As a Proposal Manager, you wield significant influence from the moment an RFP lands in your hands. Consider it the opening act of a performance. The way you approach this initial encounter sets the tone for the entire proposal process. Your attitude, attention to detail, and commitment matter greatly. Remember, first impressions count, and they extend beyond just the technical aspects of the proposal.
To succeed, you must bring excitement, energy, and a winning mentality to the table. As the orchestrator behind the effort, you ensure all wheels turn smoothly. Without your active involvement, there’s a disconnect that can hinder the process.
Find your motivation: whether it’s working with a particular group, tackling an interesting proposal, or building a relationship with a valued client. Use these triggers to ignite the fire that drives the entire proposal team. When faced with challenges, setbacks, and stressors through the proposal process, which is inevitable in every pursuit, remember why you were excited for this opportunity in the first place. Don’t lose sight of that because it can easily get lost in a sea of emotions. Despite the highs and lows your team will go through, it’s important to look back at the inspiration that kicked off this journey.
Effective communication is at the heart of successful proposal management. Every interaction—whether with team members, stakeholders, or clients—holds significance. Be attentive, listen actively, and respond thoughtfully. These conversations contribute to the overall narrative and can influence the outcome. Treat each discussion as an opportunity to build rapport, clarify expectations, and align everyone toward a common goal.
Bringing Positivity and Passion to the Team
When you bring your unique qualities to the table, they have a way of spreading throughout the team. Even when dealing with challenging personalities, kindness, passion, and a drive to succeed can work wonders. While it might take more effort than with more cooperative team members, creating a positive environment for difficult individuals is not impossible. Show them that you are there to help and that you want to create a success story together.
Over the last year, my energy and passion for the proposal process has become incredibly contagious. My fellow proposal development colleagues, as well as my technical team counterparts have followed in my footsteps to create their own successes using the same attitude that I bring to every proposal. Many technical teams now actively seek me out to collaborate on their pursuits all because of my whole-hearted dedication and enthusiasm – and, oh, what a significant impact it has made.
Embracing a Winning Mindset in Proposal Efforts
Let’s face it: who doesn’t want to win? The pursuit of victory is a universal goal, and when everyone on the team shares that same aspiration, it propels the proposal effort forward. While winning every submission may be near impossible, that shouldn’t deter us as Proposal Managers from striving for success in every endeavor. Even when faced with tough competition, demanding clients, or complex projects, the end goal should remain unwavering.
One powerful saying resonates with me during the proposal process: “You miss every shot you don’t take.” Of course, strategy and meticulous planning are essential for each pursuit. Going after projects that align with our strengths and expertise ensures we put our best foot forward. But, beyond that, having a winning mindset matters.
Doubts, lack of commitment, or time constraints can hinder this mindset. When faced with such challenges, it’s crucial to engage in conversations about the opportunity itself.
Asking questions such as: Does this opportunity truly fall within our wheelhouse? What are our chances of winning against the competition? Do we have the capacity to put the time and effort into creating a winning submittal? Are we able to meet all the requirements and be responsive to the client’s needs?
The answers to these questions may uncover red flags or hidden factors that may influence the decision to move forward. Being honest and true to our values as a team and as a firm are so important when considering what to do next. If we are able to stay competitive, be compliant and responsive, and winning this project would enhance our firm’s portfolio, then the willingness to take the shot even when the odds seem daunting is a risk worth taking.
A Winning Mentality Brings in Winning Proposals
A winning attitude isn’t just about achieving victories; it also brings positive energy and good karma to your team, especially when it comes to successful proposals. When working with a team, their attitude matters just as much as yours does. A careless approach, minimal effort, and disrespect for the proposal process creates negative vibes and a poor connection between team members. Such an environment pulls the team apart, making it challenging to put in the effort needed to create a winning proposal. On the other hand, a cohesive team—one that balances professionalism with camaraderie—can make the magic happen. When everyone verbalizes their desire to win, synergy materializes.
Recently, my proposal teams have achieved remarkable success. We have established a reputation within our region as a winning squad. Each victory boosts our collective confidence, reinforcing the cycle: confidence leads to more wins, and more wins build even greater confidence. It is a virtuous loop that propels us forward, reminding us that a winning mindset is not just about outcomes; it shapes our journey and defines our team’s legacy.
Embrace the Responsibility, Harness Your Passion, and Lead with Purpose
Remember, your role as a Proposal Manager is pivotal – the driving force – and your passion fuels success. Proposals thrive on enthusiasm and commitment. Infuse energy into the process. Rally the team, inspire creativity, and foster a sense of purpose. Remember, you’re not just managing a proposal; you’re shaping its success.
Jennie C. Arezzi, CP ES-M APMP, serves as a Proposal Specialist I at Michael Baker International, Inc. With eight years of marketing experience, including six years dedicated to the bid and proposal industry, Jennie has also been a freelance writer for various publications for the past 12 years.
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