How to Develop Strong Win Themes For Your Proposal

1. BIGGEST MISTAKE YOU CAN MAKE IN DRAFTING WIN THEMES! Experienced proposal managers know that proposal win themes are the key benefits you’re bringing to the customer’s RFP. Quite simply, hastily crafted win themes will read like bullet points from your company’s sales literature or website. WELL- FORMED WIN THEME CHALLENGE YOUR WIN THEMES To win the hearts and minds of your customer’s evaluators, you must begin your thinking from the opposite direction: 1. Discriminators and differentiators Common themes based on strengths Turnarounds and ghosts 2. 3. WHAT MAKES A WIN THEME EFFECTIVE Emphasize the features that deliver the benefits. You thus demonstrate that your solution is both specific and effective. WIN THEMES PROVIDE A ROADMAP FOR YOUR ENTIRE PROPOSAL Short and sweet — if your authors understand your customer’s core needs — as echoed in your win themes — their descriptions of your offer will not only meet requirements but also solve the fundamental problems that motivated the RFP. And if your competitors are just regurgitating bullet points from their sales pitches, your proposal will be the one to hit home. If your company needs more training in win theme developments so your proposals can have a higher win probability, take a look at our Government Proposal Win Themes and Win Strategy Training. For more details visit: https://blog.ostglobalsolutions.com/developing-government-proposal-win-themes/