Topic: Using Stories in Proposals-A Cross Industry Inquiry
How do organizations use stories in their competitive bids? What types of stories do they use? How do organizations gather these stories? How do they store and access them? Are the stories repurposed for non-proposal uses within the organization? Can capture/proposal team members cite instances in which the use of stories has made a competitive difference?
To learn the answers to these questions, Julie Wickert has interviewed proposal professionals from organizations across a variety of industries. Interview subjects include those who compete in federal, state/local, and commercial procurements. They work directly for small or large organizations or serve as consultants. This session presents the results of Julie’s inquiry and identifies common threads among practices interviewees describe. Participants are invited to consider whether their own organizations might gain a competitive edge by adopting some of the ideas presented.
Julie is a longtime proposal manager and writer who has worked both as a direct employee and a consultant for tiny to Fortune 500 companies. Her favorite role on a proposal team is to proactively capture the stories that differentiate the bidding entity from competitors undefined customer success stories, anecdotes that illustrate the exceptional effectiveness of the proposed solution or team, narratives that illuminate past performance metrics.