In my experience, large contracts bids allow for submission of a proposal plus a pitch presentation. As you rightly pointed out, the formats for the two artefacts are different: the former is a document, the latter most likely a slide-deck.
No matter what, my suggestion is to always include as many (and as detailed) case studies as you can: you can "tell" a story as persuasively as possible, but "showing" it is infinitely more powerful.
Thanks 🙂 I'm definitely curious if there is a big difference between management consultancies and more independent consultancies. What's your definition of large here? I think that might mean very different things to different organisations.
I've seen proper bid response plus orals sessions start at double digit millions, but even for smaller engagements you have the opportunity to present your proposal to the buyers - although in a more "informal" setting (eg, procurement is not necessarily involved, there's no a day where all responders present, etc).
Case studies are important. I beat it a lot. At least two or three, very relevant to the scenario in discussion, presented persuasively, can make a difference between getting or losing the business.
That's interesting, I've had relatively different experiences. But we don't tend to swim in the same waters that you do. A project as an independent consultancy tends to go in the $50k to $100k region.
Case studies are crucial - we also like testimonials and references to clients too.
Some great points mentioned in the article.
In my experience, large contracts bids allow for submission of a proposal plus a pitch presentation. As you rightly pointed out, the formats for the two artefacts are different: the former is a document, the latter most likely a slide-deck.
No matter what, my suggestion is to always include as many (and as detailed) case studies as you can: you can "tell" a story as persuasively as possible, but "showing" it is infinitely more powerful.
Thanks 🙂 I'm definitely curious if there is a big difference between management consultancies and more independent consultancies. What's your definition of large here? I think that might mean very different things to different organisations.
Case studies are definitely key.
I've seen proper bid response plus orals sessions start at double digit millions, but even for smaller engagements you have the opportunity to present your proposal to the buyers - although in a more "informal" setting (eg, procurement is not necessarily involved, there's no a day where all responders present, etc).
Case studies are important. I beat it a lot. At least two or three, very relevant to the scenario in discussion, presented persuasively, can make a difference between getting or losing the business.
That's interesting, I've had relatively different experiences. But we don't tend to swim in the same waters that you do. A project as an independent consultancy tends to go in the $50k to $100k region.
Case studies are crucial - we also like testimonials and references to clients too.