Characteristics
of Winning Firms
After
more than seventeen years of preparing proposals,
reviewing proposals, listening to short-list presentations,
serving on selection committees, and interviewing
decision makers, we've learned a thing or two about
winning firms. Here's what winning firms had in
common:
- Knew
their clients for at least 3 years.
- Provided
some project specific upfront work to prepare
for the proposal.
- Met
with decision makers, technical staff and users
to understand overriding project goals.
- Made
use of the contacts and relationships of their
technical staff. (It takes a team approach to
win 90% or more of your proposals/presentations.)
Winning
work comes down to relationships and positioning.
Contact PRISM Group and we'll help your firm foster
relationships and develop a winning strategy.
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