Engineering Inc. - May/June 2005 - (Page 16)

Don't just tell the client what you can do for them, but demonstrate why the proposed solution is the most important about, she says, and don't waste the client's time with issues that have before having a full grasp of what or best one. nothing to do with the actual project. those problems are. Other ways to differentiate yourself in the proposal, according to Ac c o rd i n g to Dag Knudsen, DAG KNUDSEN Gary Bates, vice president of the Cincinnati-based management con- president of Dag Knudsen, Inc. DAG KNUDSEN, INC. sulting firm Roenker Bates Group, include focusing on your past in Lake City, Minn., persuasive experience with that client, if applicable; demonstrating your specific p ro p o s a l s begin with knowing expertise for the type of project being designed; discussing your both the institutional and per- firm's proximity to the client's office or project site; and assessing the sonal needs of the client and then total number of staff members who will be working on the project. p r o v i n g that your company's On larger projects, in particular, potential clients like to know that q u a l i f i c a t i o n s and technical the staff is large and diversified enough to handle the work, he says. approach can satisfy those needs. If the proposal doesn't help Proposals and Technology the client alleviate their concerns, There's no doubt that technology has played a role in how proposal then the company won't be cho- preparation has evolved during the last several years. Desktop publish- sen for the project, he says. An ing programs and freelance tech- engineering firm can do this by thoroughly understanding the client's A good sales team is nical writers are now being used situation and demonstrating that what is being offered represents the the most critical more often throughout the busi- best value, he says, adding, Don't just tell the client what you can do ness world, including engineer- for them, but demonstrate why the proposed solution is the most resource. Study after i n g . More proposals are being important or best one. study has shown presented on CD-ROM or video, that more than 90 Differentiating Your Firm and even the federal government has relaxed its rules on including The most significant way to differentiate your firm from the compe- percent of contract components such as color photo- tition is to provide tangible value to the client, according to Clare awards were won graphs in proposals. Ross, chairman of the Clare Ross Organization, a management con- Other technologies, such as e- sultancy in Chino Valley, Ariz. The proposal must demonstrate an long before the m a i l and the Internet, have understanding of the client's real problems or needs, what outcome proposal was q u i c k e n e d the communication or result the client really wants, which results have the highest prior- submitted. process. However, these tools can ity to the client and solutions that will produce the desired results, b e a double-edged sword. The he says. It's important, he adds, for the proposal to show how your CLARE ROSS advent of e-mail has made some firm will help the client reach its objective and, not unimportantly, CLARE ROSS ORGANIZATION in the industry less cautious with make money. their writing style, allowing it to A proposal also will stand out if it presents a variety of solutions, b e com e too causal. Because of not only one, based on the firm's technical expertise and understand- the cut-and-paste ability of word ing of the client's problems and needs. The engineering firm also processing programs, there's also needs to let the client know that it has examined alternative solu- an increased tendency to create tions and why its approach is the best one, says Olin Jennings, boilerplate proposals and not to chairman of The Jennings Group of Columbia, N.J. pay enough attention to quality Another important factor, Pound advises: Be honest and forth- control and assurance in prepar- right in your approach. Let the proposal demonstrate how your ing a unique bid, Pound believes. company can solve a real issue that you know the client has concerns 1 6 E N G I N E E R I N G INC. M a y l June 2005

Table of Contents for the Digital Edition of Engineering Inc. - May/June 2005

Table of Contents
From ACEC To You
News & Notes
Market Watch
Legislative Action
Common Ground
An Offer They Can't Refuse
Better to Be Safe
COVER STORY: Engineering Excellence Awards
Business Insights
Members in the News
One on One

Engineering Inc. - May/June 2005