There's plenty of advice available to A/E/C professional services marketers on how to write great proposals. We know we're supposed to work ahead, customize it, and differentiate our team. So why is it all too often a painful process? Why is it so difficult to get technical staff to provide the input necessary to produce winning efforts in a timely manner or without a struggle?

In large part, it's because marketers focus on managing the proposal document or proposal system, rather than managing the individuals they must rely on to develop and review quality content. To be successful, marketers must make the leap from managing paper to people--all the while finding ways to inspire and motivate technical professionals over whom they have no authority.

This session offers tools and techniques to develop a proposal "team" where everyone plays together to win using the Four I's: Inclination, Incentive, Information, and Inertia.

What is the SMPS Webinar Series?
An interactive, 90-minute seminar series conducted via audio teleconference and the Internet and hosted by industry experts covering industry hot topics, best practices, and specials interests.