855:full

How to Turn Around a Losing Proposal: A Case Study of Great Expectations

In this presentation, “How to Turn Around a Losing Proposal: A Case Study of Great Expectations,” Ajay Patel, CF APMP, our President and CEO offers guidance on what to do when you find yourself in the unfortunate situation of a proposal that all instincts are telling you is deeply in trouble. Ajay presents a case study on turning around a challenging proposal, and offers 15 pieces of advice on developing a solution when faced with a similar situation. This guidance is grouped into three sections: build a new foundation, smart strategic execution and do things differently.

Your profession is more than the application of best practices in a process. It’s also about your contribution and your understanding of the strategy and how you execute that strategy in a proposal. It’s about really understanding the process, not from a mechanical perspective, but from how you use the process and apply the process in the situation you’re in, and it’s about priorities [and behaviors] and your role and how you actually get a team who can win.”—Ajay

This presentation was one of five presentations selected by the Association of Proposal Management Professionals (APMP) for their summary of the 2020 BPC Global virtual conference, “5 Things We Learned at BPC Global.”

You can download Ajay’s presentation here: How to Turn Around a Losing Proposal: A Case Study of Great Expectations (203 downloads)

If you’re faced with a potentially losing proposal and you need an independent view of your situation and people who can get you turned around, contact us:

We can help you like we helped our client in this case study.

 

Published on February 18, 2021 by

Dick Eassom, CF APMP Fellow