Chapter 16: Creating a Proposal Center of Excellence


Overview

I'm often asked whether it's better to have salespeople write proposals themselves or to create a separate unit that writes the proposals in support of a sales organization. Well, unfortunately there isn't a single correct answer. Either approach can work. Which one you follow will depend in part on the caliber and training of your salespeople, the complexity of the proposals you must create, budgetary considerations, and what your competitors are doing, among other factors.

If you do decide to create a unit focused solely on proposal preparation, you'll certainly be in good company. All kinds of companies have centralized their proposal function—large corporations and consulting organizations; firms that specialize in government contracting; organizations that depend for their funding on grants; companies that compete in specific, proposal-dependent industries, such as insurance, financial services, and information technology; and even small firms that handle a lot of RFPs. In all of these environments, the proposal is such a vital part of the sales process that creating a specialized team of experts to handle proposals seems like the obvious, intelligent course of action.

In this chapter we will look at the various elements involved in creating a proposal center of excellence.




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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