Eileen Kent’s thoughtful analogy about the importance of translating the back story in the RFP process. Why is it important? 1. You shed light 💡on the ingenuity of concept. 2. You humanise 🕺the sometimes clinical side of the paperwork. 3. You create “buy-in” 🙋🏽from ALL stakeholders. #rfp #proposalmanagement #proposalwriting #RFI #rfq APMP #apmp #govcon #publicprocurement #federalcontractors #federalsales
Federal Sales Guide/Senior Executive who Builds Industry Intel & Customized Winning Federal Sales Action Plans for Contractors through her ‘Three-Step Program.’ Over 10,000 people and 350 companies trained since 2002.
Shedding light on federal contracting: Get the story. Here is a photo of Picasso’s hand drawings of what became the famous Sculpture in Chicago’s Daley Plaza. Federal contractors, if you saw specs like this for a deliverable to the feds, how do you think it would go over? The first question would be, ‘What IS it?’ At first Chicago hated this sculpture…..people didn’t understand it. Even today, you can’t miss this giant red looming beast. But here’s the backstory as revealed in the Picasso exhibition happening at the Chicago Art Institute right now. Picasso had a beloved afghan dog which he said was his inspiration. Chicago is a dog adoring town. If that little piece of information came out when it was unveiled, you know Chicagoans would have had a completely different reaction. Suddenly it’s a protective, loving companion. Moral of the story? Know the story….and the inspiration…..behind the project. Eileen Kent
Federal Sales Guide/Senior Executive who Builds Industry Intel & Customized Winning Federal Sales Action Plans for Contractors through her ‘Three-Step Program.’ Over 10,000 people and 350 companies trained since 2002.
9moThank you for sharing Stephanie Hough and for expoundingvon the subject!