Shattering Proposal Myths: Myth 6 – We Need to Tell a Story
Upon receiving the solicitation, the proposal manager develops an outline based on the requirements. After circulating it to the bid team, the capture lead sends a reply. He writes the structure “doesn’t flow” and demands changes because the outline does not allow him to tell the story he wants.
Eventually, every proposal manager runs into a capture lead who fights the structure developed. Despite my belief that proposals are creative enterprises, proposal professionals do not have carte blanche to develop a response however we see fit. Proposals must follow the structure prescribed in the solicitation, regardless of if it allows the “right” story to be told.