Integrating the Proposal Center Into the Overall Organization


I have seen large companies spend a ton of money recruiting quality people, setting up facilities, and otherwise creating a proposal center, only to find a year or two later that the center had become little more than a copy and production shop. What happened to the strategic vision? Where is the contribution to big wins and dramatic improvements in quality?

Usually what happened is that they were never feasible in the first place, because the proposal center was slotted into the wrong part of the organization and was not able to count on top management support.

So what is the right place to fit the proposal operation into the organization? The best choice is to make it part of the sales or marketing organization. The worst choice is to put it in engineering or operations. After all, the proposal team is creating sales documents, not technical manuals. When the proposal function originates within the sales/marketing organization or in the business development function, it is typically viewed as a critical element in the overall business capture process. If it's part of engineering or operations, it's likely to be seen as part of order entry, pricing, configuration, or contracts.




Persuasive Business Proposals. Writing to Win More Customers, Clients, and Contracts
Persuasive Business Proposals: Writing to Win More Customers, Clients, and Contracts
ISBN: 0814471536
EAN: 2147483647
Year: 2004
Pages: 130
Authors: Tom Sant

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