EP077: Integrate Your Marketing & Proposal Teams – with Susan Quinn & Krystn Macomber
In a perfect world, an organization’s proposal, marketing and business development teams work together, building a strategic plan for RFP success. And yet, a number of proposal professionals continue to be siloed from the rest of the organization and left out of the capture strategy discussion. So, what can we do to demonstrate our value beyond the production of the proposal document and demand a seat at the table?
Today, we’re joined Susan Quinn, the Director of Proposal Development at Myers and Stauffer LC, and Krystn Macomber, Regional Marketing Manager at Burns & McDonnell and Vice-Chair of the Association of Proposal Management Professionals. Together, Susan and Krystn have 40-plus years of experience in the realm of marketing, proposal management and business development.
On this episode of The RFP Success Show, Susan and Krystn sit down with us to share their experiences through the pandemic and explain how the changes we’ve made might inform the future of the proposal industry. They offer advice on capture strategy, challenging us to build relationships with decision makers long before an RFP comes out and integrate our efforts with the marketing and sales teams. Listen in for Susan and Krystn’s tips for writing strong proposal content and learn how to ask for a seat at the table so that you have a voice in the strategic planning process.
Connect with Susan
Email squinn@mslc.com
Connect with Krystn
Email kmacomber@burnsmcd.com
Resources
Key Takeaways
How the proposal industry has changed through the COVID-19 crisis
Why Krystn’s team is focusing on different markets in light of the pandemic
Susan’s insight on what state governments are doing differently right now
The value in identifying decision-makers and building those relationships long before an RFP comes out
How to leverage online content (e.g.: blogs, white papers) to turn a cold opportunity into a warm one
How Susan’s team uses a Watch List to monitor upcoming opportunities
Why it’s never advisable to use a proposal to get your foot in the door
How to integrate your marketing, proposal and business development teams for RFP success
Susan & Krystn’s advice on writing strong proposal content
Focus on evaluation criteria
Organize SME brain dump in logical order
Cut out fluff
Demonstrate understanding of client vision
Consider what drives decision makers
The importance of explaining WHY your experience is relevant in a proposal
How Susan & Krystn think about the future of the RFP industry
How to ask for a seat at the table as a proposal professional
Connect with Lisa
The RFP Success Company on YouTube
The RFP Success Community on LinkedIn
Email podcast@rfpsuccess.com