Wednesday 21 April 2010
Brevity or thunk ?
I recently had reason to review another organisations consulting proposal and was reminded of just how some firms really bulk out proposals unecessarily with consulting speak and graphics to look impressive, also sometimes known as giving the proposal the 'thunk factor'. The reality was that this document was proposing a review and as you may know all reviews will follow the same discovery, analysis and reccomend/report stages. What clients care about is what are you going to deliver and not pages and pages of process ! The value clients are looking for being the interpretation of what you find, using your experience to reccomend actions that will actually work and deliver value and of course understanding how best to position the key messages so that it is palatable and easily understood.
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I remember helping with a bid and being told to make it sound "expensive enough to impress the client yet not too complex so that they they they're dumb"
ReplyDeleteOverall, what you have to say about bids is very true. It's great you care about delivery. It's what matters. All the powerpoint decks in the world can't compensate for delivery. Keep it up!
Thanks and you too, most definitely being impressive and knowledgable as opposed to plain arrogant can be a challenge for some consultants !
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