This is a continuation of the previous podcasts on developing a strategy. In this podcast, I’m focusing on Messages and Questions you should ask yourself.


Your proposal response strategy should include key messages that gain support from reviewers, points in the evaluation, and win the proposal.

These messages are not the same as themes, although themes should also be delivering a message. While the theme is something you can reuse throughout the entire proposal response, a message is often a specific, important item that addresses the requirements. Messages are dealt with in specific sections or as answers to specific questions. Messages present or position your company’s offerings. They are also different from hot buttons, which are typically high profile items that have a big impact on the client. Read the rest of this entry »