EP077: Integrate Your Marketing & Proposal Teams – with Susan Quinn & Krystn Macomber

In a perfect world, an organization’s proposal, marketing and business development teams work together, building a strategic plan for RFP success. And yet, a number of proposal professionals continue to be siloed from the rest of the organization and left out of the capture strategy discussion. So, what can we do to demonstrate our value beyond the production of the proposal document and demand a seat at the table?

Today, we’re joined Susan Quinn, the Director of Proposal Development at Myers and Stauffer LC, and Krystn Macomber, Regional Marketing Manager at Burns & McDonnell and Vice-Chair of the Association of Proposal Management Professionals. Together, Susan and Krystn have 40-plus years of experience in the realm of marketing, proposal management and business development.

On this episode of The RFP Success Show, Susan and Krystn sit down with us to share their experiences through the pandemic and explain how the changes we’ve made might inform the future of the proposal industry. They offer advice on capture strategy, challenging us to build relationships with decision makers long before an RFP comes out and integrate our efforts with the marketing and sales teams. Listen in for Susan and Krystn’s tips for writing strong proposal content and learn how to ask for a seat at the table so that you have a voice in the strategic planning process.

Connect with Susan

Email squinn@mslc.com   

Connect with Krystn

Krystn on LinkedIn 

Email kmacomber@burnsmcd.com   

Resources

APMP International

Centers for Medicare & Medicaid Services

LinkedIn Live

Key Takeaways

How the proposal industry has changed through the COVID-19 crisis

Why Krystn’s team is focusing on different markets in light of the pandemic

Susan’s insight on what state governments are doing differently right now

The value in identifying decision-makers and building those relationships long before an RFP comes out

How to leverage online content (e.g.: blogs, white papers) to turn a cold opportunity into a warm one

How Susan’s team uses a Watch List to monitor upcoming opportunities

Why it’s never advisable to use a proposal to get your foot in the door

How to integrate your marketing, proposal and business development teams for RFP success

Susan & Krystn’s advice on writing strong proposal content

  • Focus on evaluation criteria

  • Organize SME brain dump in logical order

  • Cut out fluff

  • Demonstrate understanding of client vision

  • Consider what drives decision makers

The importance of explaining WHY your experience is relevant in a proposal

How Susan & Krystn think about the future of the RFP industry

How to ask for a seat at the table as a proposal professional

Connect with Lisa

Lisa’s Website

Lisa on Twitter

Lisa on Facebook

Lisa on LinkedIn

The RFP Success Company on YouTube

The RFP Success Community on LinkedIn

Subscribe on iTunes

Email podcast@rfpsuccess.com

 

BINGE ON ALL THINGS RFP

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EP078: Win More RFPs with Customer Intimacy – with Jennifer Zonneveld

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EP076: The Future of RFPs in a Post-COVID World – with David Seibert, Cheryl Smith, Johnna Rogers & Mike Parkinson