WINNING- STEP 4
GO Strategies offers seller/doer training for every step of the BD process. These trainings are packaged for the way your company works best, tailored for your changing clients, and designed to engage your unique team and inspire your talent.
Working from the basic five step BD process, GO offers multiple programs relative to each step. These programs vary in length and can be customized to fit your team’s working schedule. Sessions are part lecture, but mostly workshop style events where staff is engaged and active in determining outcomes. The sessions described in this document cover the fourth of five steps, winning. This step involves storyboarding the pursuit, crafting original proposals, and staging remarkable interviews.
STORYBOARDING THE MESSAGE
Storyboarding gives companies a real tool to put to use immediately. A good storyboard can really help focus your proposal or interview on what’s really important to the client. This technique turns your pitch from something all about you into something all about them. Often times in A/E/C marketing, our messages get lost as we stumble over our own laundry list of “unique” qualifiers in an effort to craft the perfect proposal. Storyboarding can help you get beyond that old “uniquely qualified to deliver the best service on time and on budget” hurdle that we all face. Storyboarding is a methodology that helps organize your message and prove to your audience that you understand the drivers behind a project and have the where-with-all to get the job done. This session will walk you through a real example from your own positioning. The result of a good storyboard can be seen in stronger, more convincing cover letters; in the structure of your experience and qualifications with specific, relevant proofs that reinforce your message; and in project understanding and approach elements that go beyond explaining the steps that need to be taken and dig into the reasons why those steps are important to the success of the project.
This session pairs closely with the innovation and creativity session in part 3 of GO’s training. As stated there, “If the first time your client is hearing about your great idea, is in your proposal, it’s too late.” And while that’s true, showcasing and promoting your great idea in your proposal and interview takes an intentional strategy to keep the proposal and interview focused on the client. This session looks at a few “great ideas” and how they were successfully showcased and received by happy clients. It offers concepts and ideas that result in less words, but far more impact.
Typical of all GO training, this session is highly interactive and builds on what your firm has done in the past, looking at strengths and weaknesses, and finding new, creative ways to present and enhance the information. From cover letters that are client-focused, to project understandings and approaches that clients can grasp immediately, to resumes that get notice – this session shakes it up and puts your firm on top. This session also talks about the changing demographic in selection panels and addresses how best to craft proposal documents that meet requirements, but convey information in ways that are meaningful and quick to absorb.
This is not interview coaching. The A/E/C industry has many highly-qualified interview coaches, many of whom are noted on the GO website under the collaboration link. Instead, this session begins with how your people work best, focusing on their innate strengths, and building interviews that they can embrace. It begins with basics, offering the audience helpful information about preparing for interviews, the importance of rehearsals, dos and don’ts, graphics advice, and question and answer preparation. Then moves into tips and techniques for getting out from under slideshows and me-me-me presentations – turning interviews into client engagement exercises that are memorable and interactive.
Proposals and interviews are not done in a bubble – it takes a village, the whole village. This session looks at how to effectively and efficiently engage your team in this important part of marketing. The session works with your team to understand different working styles, different ways of prioritizing, and setting ground rules for productive, healthy proposal and interview experiences.