We designed our proposal process to help us win by avoiding the missteps that can easily derail this critical step in the sales process. So, if a straight line is the shortest distance between two points, why are we making so many time-consuming detours between Kick-off and submission?
Technology eliminated our access and communication issues and increased team productivity. Where technology failed our process, however, we created time-consuming detours to get us around the gaps.
Although these detours facilitate task completion, all of those extra turns and pit stops steal time away from our process and make for a longer “drive” to our submission destination. Here are four ways technology innovations are driving detours out of today’s proposal process.
Accelerate Kick-off
We wouldn’t head out on a road trip without a full tank of gas. And we wouldn’t head into a Kick-off meeting without analyzing requirements, building a timeline and creating “shells” for our contributors to write in. Time spent on compliance and deadlines is critical, but manually creating tens if not hundreds of “shells” and “templates” is a time-wasting detour.
By leveraging our proposal outline, we skip several detours in the pre-writing process.
The last time we went on a road trip, did we bag up some snacks? Of course we did, it saves time not having to stop along the route. Our contributing experts crave the same consideration; easy access to everything they need to make their route from Task assignment to Task completion faster and easier.
By improving expert and content interaction, we skip several detours in the writing process.
When we skip these writing detours, we make it easier for experts to balance their full-time jobs with their proposal responsibilities. Instead, they invest their time in analysis and writing and we get to our first draft faster.
We’re getting close to our destination now, but rush hour traffic is about to slow us down. I’m talking, of course, about reviews, where we evaluate our content and make course corrections. Although it’s important to make things easy for our review team, we must balance ease with the results the team needs; a clear, quick route around the traffic and back on the revisions road.
By improving executive and content interaction, we skip these review team detours.
We can now see our destination, and we’re getting excited. Although we’ve made things easier for our experts and our executive reviewers, we’re now faced with the monumental task of reformatting our entire proposal for submission. And time isn’t on our side.
By re-thinking the production process, we skip these production detours.
When we skip these production detours we eliminate the bulk of re-formatting time, buying more time to invest in another proposal. And there is always another proposal.
We designed our proposal process to drive efficiency. Yet, over the years, we’ve allowed process detours to creep in and negatively impact our productivity. A new breed of collaboration tools is driving these time-consuming detours out of our proposal process and helping teams create and submit proposals 70% faster.
Related articles: 7 Ways to Increase Your Proposal Win Rate