Many CRM professionals wholeheartedly embrace the research and preservation aspects of their jobs, but ignore, avoid, or fail to recognize the importance of winning work. As these employees advance, there is often the expectation that they write successful proposals.
Every office of every company needs a strong proposal writer. But, few companies or universities have structured programs for teaching the nuances of this skill. Employees tasked with this important function, often do not reflect on how they are going about the process and on how they could improve their success rate.
This intensive 2 hour class, focused on the nuts-and-bolts of how to write a successful proposal, offers hands on information targeted at helping CRM professionals and students learn how to increase the success rate of their proposals, assure clarity in scoping of proposals, and provides a complete framework for the proposal writing process.
The specific objectives of the presentation include:
- To familiarize attendees with various forms of government and private-sector opportunities;
- To demonstrate the importance of a Go/No Go process in every CRM firm;
- To provide guidance in how to read an opportunity;
- To discuss the importance of proofs in successful proposal-writing;
- To address the role of selling and self-promotion in winning proposals;
- To discuss corporate steps toward improving proposal success rates, and;
- To identify common sins in proposal-writing.
ACRA’s expert provider is Chris Espenshade. With more than 30 years of experience in the CRM industry, Espenshade has the practical experience of a seasoned professional. He enjoys proposal-writing, and has sought out such responsibility throughout his career. Chris, a Registered Professional Archaeologist, is a Regional Director/Archaeologist for the Michigan office of Commonwealth Cultural Resources Group, Inc. He holds an MA in anthropology from the University of Florida, and a BA in anthropology from Wake Forest University. Chris has worked throughout the Midwest, Northeast, Middle Atlantic, Southeast, and Caribbean.