Justin Louie, Customer Success Manager
Have you ever been in the middle of writing your proposal and found yourself asking “What are my win themes?”. Unfortunately you are too late to be asking these questions, as your win themes need to be nailed down prior to writing.
Everyone speaks about win themes in their proposals, however, how do proposal teams determine their win themes? Let’s look at the steps we can take to ensure strong win themes throughout your proposals.
Industry Leaders will tell you to determine what is important to the client, but what does that even mean? How do you read between the lines of an RFP to determine what is most important to clients? Proposal Managers start with the evaluation criteria and methodology and determine which sections will have the greatest impact. This is a great start, however — what if we assume everyone will score the same amount? What makes your proposal stand out from the rest? In most cases, knowing your client will become the key to your success.
You have probably caught on by now, that the most important item in writing a win theme comes down to how well you know your customer. This is where collaboration will be key. Pool all of your knowledge from all of your resources on hand, including your sales and recruiting team. Your organization’s knowledge of your customer will help tremendously in writing persuasive and compelling win themes that will raise you above your competition. Reach out to us, or leave a comment to learn more about how you can improve your win themes, we are here to make you more successful!