The Fantastic Four Secrets for Designing WINNING Proposals

SPAC 2012 Sponsored by Georgia, Florida, and Carolinas APMP Chapters

The Fantastic Four Secrets for Designing WINNING Proposals

Southern Proposal Accents Conference

Mike Parkinson, PPF.APMP

1

SPAC 2012 Sponsored by Georgia, Florida, and Carolinas APMP Chapters 2

Request Order and Damaged Part Arrives at CGC Repair Station

Client Needs Part?

Refurbished Part Sent to

Client(within 24

Hours)

Refurbished Part Sent to

Warehouse for Future Parts

Needs

Part Repaired and Shipped

Yes No

SPAC 2012 Sponsored by Georgia, Florida, and Carolinas APMP Chapters 3

• Clear• Concise• Benefit-driven

(if applicable)

1. Know your message

SPAC 2012 Sponsored by Georgia, Florida, and Carolinas APMP Chapters 4

Request Order and Damaged Part Arrives at CGC Repair Station

Client Needs Part?

Refurbished Part Sent to

Client(within 24

Hours)

Refurbished Part Sent to

Warehouse for Future Parts

Needs

Part Repaired and Shipped

Yes No

SPAC 2012 Sponsored by Georgia, Florida, and Carolinas APMP Chapters 5

• “Facts tell and stories sell”• Connect the dots (ConOps)• Use a metaphor, simile

or analogy

2. Tell a Story

SPAC 2012 Sponsored by Georgia, Florida, and Carolinas APMP Chapters 6

Request Order and Damaged Part Arrives at CGC Repair Station

Client Needs Part?

Refurbished Part Sent to

Client(within 24

Hours)

Refurbished Part Sent to

Warehouse for Future Parts

Needs

Part Repaired and Shipped

Yes No

SPAC 2012 Sponsored by Georgia, Florida, and Carolinas APMP Chapters 7

• Graphics Cheat Sheet• Based on your

message/audience

3. Choose the right graphic type

Graphics Cheat Sheet

Handout!

SPAC 2012 Sponsored by Georgia, Florida, and Carolinas APMP Chapters 8

Request Order and Damaged Part Arrives at CGC Repair Station

Client Needs Part?

Refurbished Part Sent to

Client(within 24

Hours)

Refurbished Part Sent to

Warehouse for Future Parts

Needs

Part Repaired and Shipped

Yes No

SPAC 2012 Sponsored by Georgia, Florida, and Carolinas APMP Chapters 9

• Shows that you are:- Better (or different) than

competitors- Care more about this proposal

and client- Have the “A-Team” on this

program- Trustworthy (assuming

consistency)

4. Use professional looking graphics

SPAC 2012 Sponsored by Georgia, Florida, and Carolinas APMP Chapters 10

Request Order and Damaged Part Arrives at CGC Repair Station

Client Needs Part?

Refurbished Part Sent to

Client(within 24

Hours)

Refurbished Part Sent to

Warehouse for Future Parts

Needs

Part Repaired and Shipped

Yes No

SPAC 2012 Sponsored by Georgia, Florida, and Carolinas APMP Chapters 11

SPAC 2012 Sponsored by Georgia, Florida, and Carolinas APMP Chapters 12

• Websites• In-house• Design firms• Graphic design

consultants

NO excuses…

SPAC 2012 Sponsored by Georgia, Florida, and Carolinas APMP Chapters 13

Examples

SPAC 2012 Sponsored by Georgia, Florida, and Carolinas APMP Chapters 14

Let’s Do It!Share Your Staffing Plan…

Recruit Screen Hire Train Place

1.Know your message2.Tell a story3.Choose a graphic type4.Use professional graphics

SPAC 2012 Sponsored by Georgia, Florida, and Carolinas APMP Chapters 15

?www.24hrco.com

(703) 533-7209 • mike@24hrco.com