Writing Winning Proposals
How can we improve our proposals to increase our strike rate?
Good proposal writing is a fine art, and a complex business. In the US, PSMJ offers a full two-day program on how to do it better. We don’t offer that program in Australia-New Zealand, but the key principles of it are embedded in the PM Essentials program – and we include several specific techniques that help project managers to become better proposal writers.
Writing a great proposal is only the first step.
Far exceeded my expectations. Fantastic knowledge that was really well translated.
Applicable and valuable information and great tools to implement immediately.
Excellent, relevant, focussed on key management issues. Very well targeted.
The course was great. Comprehensive and tailored to our industry.
My scepticism was converted into a more pragmatic approach to pro-active project management.
Outstanding course that applies to all prospective PMs and experienced PMs.
Great to cover all aspects of project management in a comprehensive and interactive fashion.
Exceeded my expectations. Very clear path through profession, and a project!
The course exceeded my expectations. I wasn’t sure what to expect but it has turned out to be very relevant and useful.
Great source of information and reinforcement to regain a focus on what is vital in successful project management.
Success in a design business also requires special skills in negotiating terms of an agreement between what you can offer for the fees available, and what the client would ideally get. Participants in the PM Essentials course learn key tactical negotiation skills.
In several instances, we’ve worked closely with design practices in an Advisory Services capacity, and this role has included advising the firm on specific proposal and other business development skills, sometimes in tandem with facilitating Strategic Planning sessions.
Great sources for more information on proposal writing are:
- PSMJ’s High Impact Proposals
- Frank Stasiowski’s Negotiating Higher Design Fees
- Frank Stasiowski’s Architect’s Essentials of Winning Proposals
- Chapter 2: Marketing & Proposals, in PSMJ’s The Ultimate Project Management Manual
- Nancy Duarte’s Resonate: Present Visual Stories That Transform Audiences (see https://www.duarte.com/)