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Building Empathy into the Bid Process—with Kevin Switaj - EP119
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Most proposal professionals understand the importance of putting the client at the center of the bid process.
But what if a client centric proposal is not enough?
According to Kevin Switaj, a winning proposal takes things one step further, leveraging empathy and creativity to build an emotional connection with the evaluator.
Kevin is President and CEO of BZ Opportunity Management, a full life cycle proposal consulting firm out of northern Virginia.
With more than 15 years in proposal development, Kevin is a recognized thought leader and regular contributor to industry publications.
On this episode of the RFP Success Show, Kevin joins me to discuss his new book, Keys to the Castle: Building Empathy and Creativity into Bid Processes.
Kevin discusses how an empathetic proposal builds emotional connection with prospective clients and describes how we might apply Pixar storytelling techniques in an RFP response.
Listen in for Kevin’s insight on helping subject matter experts write with empathy and learn how to develop content that speaks to the client’s perspective and opens a conversation with evaluators.
Key TakeawaysHow Kevin’s thinking around connecting with evaluators inspired Keys to the Castle
How an empathetic proposal builds an emotional connection with prospective clients
Kevin’s take on why writing to the client’s needs is not enough
How we might apply Disney or Pixar storytelling techniques to a proposal response
How to develop empathetic content by focusing on the client’s point of view
Kevin’s annotated mockup approach to helping SMEs write with empathy
How to reorganize the capture process around Kevin’s empathetic approach to RFPs
- Logistics
- Intelligence gathering
- Idea development
Why you should only bid on opportunities that align with who you are as a company
What it looks like to put the client at the center of the proposal process
The first step in building empathy and creativity into your team’s bid processes
Connect with Kevin
Connect with LisaThe RFP Success Company on YouTube
The RFP Success Company on LinkedIn
Email podcast@rfpsuccess.com
ResourcesKevin on The RFP Success Show EP072
Keys to the Castle: Building Empathy and Creativity into Bid Processes by Kevin Switaj
Book a Call with the RFP Success Company
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