Questions to Ask During Your Proposal Kickoff Meeting
It’s easy to have the proposal kickoff meeting to be focused only on assigning tasks and aligning on schedule. However, since this is often the one time where the whole team is available, it is the perfect opportunity to dive into your proposal strategy. Whether you use the kickoff call for establishing your strategy or you have a separate meeting, below are a few key questions to address to make sure you’re positioned to win.
Who is the incumbent?
Knowing the incumbent, if there is one, will help you to determine your approach. If your company is the incumbent and it’s been going well, then your proposal will likely focus on everything you’ve done since you started working with the client. Show project wins and remind them of why you’re the best choice.
If there’s an incumbent that is a different company, your proposal strategy will focus on showing why working with you will be even better.
What does the customer like about the current process? What would they change?
This is important to truly understand why they are soliciting proposals. You want to make sure you include the aspects they like within your proposal while showing how you can change it for the better.
What is the main goal they want to achieve with this project?
Buyers have a goal in mind, and you will need to speak to that goal (or goals) within your proposal. Find out their main goal and use that as the guiding light for creating your content.
What challenges or pain points are driving this opportunity?
The goal is likely to alleviate some sort of challenge or pain point, so figure out what those are. Common examples include:
An inefficient process
Lagging sales
Needing to reduce cost
Save time
Reduce staff
Bring in expertise
Is there a reason why they need to move quickly on this project?
You want to make sure that they will actually buy if you send out the proposal. Sometimes, buyers are just gathering information, and they ultimately decide to do the work in house. Try to determine if they are hoping to move quickly and why. You can then touch on these reasons within your proposal to encourage them to move even faster.
Does the main decision maker know us? If not, do we have strong champions within the company?
This is important to make sure someone will advocate for you getting the project. If someone is championing for your company, learn why and showcase that within your proposal.
Why would they choose us over the competition?
A tough question for some companies, but learning why they would choose you is important to create a strong proposal. Jot down 3-7 reasons why they would work with you, and then highlight those within your proposal
What examples do we have to prove that we are the best choice?
Gather testimonials, case studies, awards, company metrics, and any other key information that will persuade the buyer to choose you. These are important to include throughout your proposal so the reader walks away knowing your company is the best choice.
By asking these questions during the kickoff meeting, you will better understand the customer and what you should include within your proposal to make it as strong as possible.