Introduction
The Need for Empathetic Proposals
-
Introduction and Agenda (0:22)
-
What Goes into a Winning Proposal (2:53)
-
What is an Empathetic Proposal? (2:03)
-
Why Do We Need Empathetic Proposals? (0:53)
-
What Do You Need to Put Together an Empathetic Proposal? (3:42)
-
How Do We Improve Our Technical Writing? (3:21)
-
Use the Customer's Language (2:47)
-
How Do We Improve Our Sales Writing? (1:22)
-
Weaving Empathetic Writing into the Four Components (0:41)
-
Proposals as Creative Endeavors (1:16)
-
Storytelling Tips for Proposal Development (3:55)
Making Up for Missing Client Information
-
Introduction and Agenda (0:36)
-
Why We May Be Missing Key Information (0:56)
-
How to Make Up for Shortcomings (0:30)
-
Getting Client Information (7:25)
-
Getting Technical Information from Internal Sources (3:06)
-
Getting Technical Information from External Sources (3:22)
-
Discussion - Tools for Your Environment
Tips for Working with SMEs
-
Introduction and Agenda (0:41)
-
Why Do We Work with SMEs? (0:55)
-
Why Do SMEs Need Our Help? (3:17)
-
What Can We Do to Help Our SMEs? (0:27)
-
Annotated Mockup (5:37)
-
Iterative Feedback (2:41)
-
Interviewing Techniques and Tips (4:26)
-
Getting Feedback from Your SMEs (2:43)
-
Discussion - Working with Your SMEs
Four Key Sections of Proposal Narrative and Layering in Empathetic Content
-
Introduction and Agenda (0:55)
-
Sources of Proposal Writing Resources (0:17)
-
Solicitation and Sales Documents (1:54)
-
Win Themes and Strategies (1:16)
-
Solution (0:47)
-
Compliance Matrix (2:17)
-
Wall of Truth (3:09)
-
Intelligence (2:47)
-
Five Parts of a Good Proposal Section (0:29)
-
Section Introduction (6:22)
-
Approach (10:22)
-
Benefits (4:07)
-
Substantiation (7:13)
-
Why Do We Use Graphics? (2:00)
-
What Makes a Good Proposal Graphic? (6:13)
-
Example of a Proposal Graphic 1
-
Example of a Proposal Graphic 2
-
A Good Graphic Does Not Stand Alone (5:43)
-
George Orwell's Contribution to Proposal Writing (2:14)
-
Seven Deadly Sins of Proposal Writing (3:43)
