Questions and Answers
What is the purpose of a sales plan in the context of effective networking?
To provide a road map for managing overhead costs and increasing productivity
Why do principals, partners, and leaders often face frustration in networking?
Due to the absence of a clear plan and strategy
What does the text imply about the time horizon for effective networking?
It may vary from a few months to a couple of years
Why is networking described as a valuable tool developed through patience?
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What is a key function for firms in responding to Request for Proposals (RFPs)?
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What is important for focusing marketing efforts on qualified projects?
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What should be used to make the go/no-go policy more effective?
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What is important to avoid wasting time and resources on unlikely proposals?
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Who is mentioned as having over 30 years of experience in the AEC industry?
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What is necessary to assess the likelihood of winning and understand project requirements?
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What is the purpose of the strategy session discussed in the text?
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Who should be involved in the strategy session according to the text?
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What is a crucial element in arguing why the firm should be selected according to the text?
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What does the 'Relevance Formula' mentioned in the text determine?
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What should the note taker do during the strategy session according to the text?
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What is mentioned as an important task during the strategy session?
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'Relevance Formula' suggests that projects should be presented in which order from best to worst according to the text?
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What is the primary responsibility of the proposal manager, champion, or advocate?
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Why is it recommended that the proposal manager not be a principal?
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What should be done as soon as possible after subconsultants have been selected?
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What is a good practice throughout the proposal production process?
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Why is it preferable to print completed sections as they are finalized?
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What is crucial in making sure that a proposal is responsive to all requirements?
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What should be done early in the subconsultant selection process?
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What should be done with government forms, schedules, licensing, and insurance requirements?
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What should be done with lead time for obtaining certain certificates?
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What should be done with multiple hard-copy submissions?
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What should be done if preparing a proposal alone?
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Study Notes
- The text discusses the importance of a strategy session in developing a proposal for a client's RFP.
- This session is used to determine relevance of past project experience to a current proposal.
- The session helps answer questions about the client, project, competition, and why the firm should be chosen.
- Relevant project experience is a crucial element in arguing why the firm should be selected.
- The text provides a "Relevance Formula" to determine what is most relevant to a client and how to order relevant projects in a proposal.
- The session should involve key individuals from the firm, such as the principal-in-charge, project architect, project manager, proposal manager, and marketing coordinator.
- The note taker should take notes during the session and distribute them to anyone involved in preparing the proposal.
- Other tasks during the strategy session include designating the principal-in-charge and project manager, creating a checklist, schedule, and budget, and compiling a list of questions for clarification.
- The "Relevance Formula" suggests that projects should be presented in the following order from best to worst: Client, service, market sector, facility, attributes, location.
- The text also mentions the importance of considering certification requirements and selecting subconsultants who will be part of the project team.
- The designate note taker should compile a list of questions that come up during the session and clarify them with the point of contact.
- The proposal team should attend any pre-proposer conferences or walk-throughs of the project site to clarify project goals and answer questions.
- The checklist should include deliverables, responsible individuals, deadlines, and packaging and delivery method.
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