1.2 Engaging with Your Sales and Capture Team As a proposal writer, work closely with your sales or capture team. They can give you information about the opportunity, customer, and potential competitors that will be very useful in developing your proposal sections. As you engage with the sales and capture team, look to do the following:
• Gather the stated requirements • Record opportunity and customer information • Define customer hot buttons/issues • Identify competitor information and potential solution
• Understand your company’s solution ο Focus on benefits and results
ο Clarify discriminators ο Know the win strategy
Hot buttons are a combination of customer issues, needs, and requirements that the customer cares most about. Understanding hot buttons during proposal planning and addressing them as you write the proposal increases customer focus. The more you know about the opportunity, the customer, and the win strategy, the easier it is to write compelling, persuasive content.
Proposal Section Planner
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See Proposal Preparation Tools in the Shipley Proposal Guide .
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