1. Capture & Proposal
Planning for Small Business
The Path to
Success
2014 Small Business Exchange
December 20, 2014

2. 1. Define your story
2. Plan your approach
3. Build your experience
4. Go for the Win!
5. Resources
Agenda

3. 1.Defineyourstory

4. 1. Define your story

5. 1. Define your story

6. 1. Define your story

7. Commitment to being really
easy to understand
1. Define your story
Straightforward/no bullsh*t
Superior design
Partners you can talk to
Accurate cost budgets
Zero-conflict projects

8. Quality work. Done right. Every time.
1. Define your story

9. 2. Plan your approach

10. 2. Plan your approach

11. 2. Plan your approach

13. 2. Plan your approach

14. 2. Plan your approach

15. 2. Plan your approach

16. 3.Buildyour
experience

17. 3. Build your experience

18. 3. Build your experience

19. 3. Build your experience

20. 3. Build your experience

21. 3. Build your experience

22. 4.GofortheWin!

23. 4. Go for the win!

24. Number of
Proposals Bid
Number won Win
Ratio
10 3 30%
5 3 60%
2 2 100%
4. Go for the win!

25. 4. Go for the win!

26. 4. Go for the win!

27. 4. Go for the win!

28. 4. Go for the win!

29. 1. Define your story
2. Plan your approach
3. Build your experience
4. Go for the win!
5. Resources
Summary

30. 6.Resources

31. Michael Porter (2010), Book Yourself Solid 2nd Edition, Wiley
Jon Williams & BJ Lownie (2014), Proposal Essentials, Strategic
Proposals Ltd.
Tom Searcy (2009). RFPs Suck!, Channel V Books
Tom Sant (2012), Persuasive Business Proposals, AMACON
Greater Houston Chapter, Association of Proposal Management
Professionals (www.apmphouston.org)
Society for Marketing Professional Services (www.smpshouston.com)
http://jkwaldie.com/blog/
6. Resources

32. Jeannette K. Waldie, CPP APMP
Jeannette.waldie@jkwaldie.com
jkwaldie.com
THANK YOU
Questions & Answers