Proactive Proposals: How to Win When You’re Behind

Credit type: 1 AIA LU.

We’ve all heard the conventional wisdom that if an RFP hits the street and you didn’t know it was coming, you’ve already lost. This statement is probably true if you’re writing a reactive proposal. The secret to winning when you’re “behind” on the RFP process is to write a proactive proposal. Where reactive proposals are vague and rely heavily on boilerplate, proactive proposals keep the “why” – the client motivation – in mind and weave it across every section of your response. In this webinar, Rachelle Ray, AEC Proposal Management Consultant, will teach participants simple strategies to transform their proposals into impactful and persuasive marketing masterpieces.

Learning Objective

• Learn the difference between proactive and reactive proposal writing and how to apply to your business.
• Learn how to identify client motivations after the RFP has been released and use them to write engaging, winning proposals.
• Learn actionable proposal communication tricks to transform reactive proposal writing into confident messaging.
• Learn strategies to transform your proposals into persuasive marketing masterpieces.

• 
  Rachelle Ray
  Owner / Strategic Consultant
  RMR Consulting

  Rachelle Ray

  

  Rachelle Ray has spent her entire career working exclusively on AEC proposals. She founded RMR Consulting after recognizing a need for flexible proposal management to address the ‘ebb and flow’ of marketing and proposal needs across the industry. Her client roster ranges from small design studios to ENR Top 20 design firms, which has enabled her to create a flexible proposal management process that uses strategic messaging and storytelling techniques to develop winning proposals.

• 
  Aaron Seward
  Editor in Chief
  The Architect's Newspaper

  Aaron Seward

  

  Aaron Seward is Editor-in-Chief of The Architect’s Newspaper. Seward is an award-winning editor whose career has centered on interpreting architecture for the profession and the general public. He was editor of Texas Architect magazine for six years and prior to that held several positions at AN, including executive editor. In addition to those publications, Seward’s writing on architecture, culture, and the built environment has appeared in Architect, Curbed, Domus, Metropolis, and other publications. He has a BA in Literature, Writing and the Arts from The New School for Social Research.