Seeing Beyond the Bid: Building a Visionary Proposal Strategy

August isn’t just another month; it’s the launchpad for the busiest proposal season of the year. That’s why we’re dedicating this edition to vision: the ability to see beyond the next deadline and build a strategy that truly wins.

A visionary approach to bidding means being proactive, client-focused, and strategic. It’s about understanding what your customer needs, not just what’s in the Statement of Work, and demonstrating why you’re the best partner for their mission.

Instead of reacting to every open RFP, take time to analyze your pipeline. Who are your top target agencies or customers for the next 12 months? Where do you have strong past performance or relationships? Prioritize opportunities that truly fit.

Tip: Hold a short strategy session this month to review and refine your target list.

Clients see dozens of “we can do it” proposals. Stand out by clearly articulating why you’re different. Make sure your differentiators are tailored, specific, and supported by evidence like past performance, certifications, or unique capabilities.

Tip: Audit your standard differentiators this month. Are they customer-focused and compelling?

Proposal season gets busy fast. Use August to update your past performance library, refine boilerplate, review compliance checklists, and enhance pricing models. A little preparation now saves time—and stress later.

Tip: Schedule a “Proposal Prep Day” this month to clean up your files and templates.

Winning isn’t only about proposals, it’s about trust. Proactively engage with clients. Attend industry days, set up meetings, or reconnect with past customers. Early engagement often shapes opportunities before the RFP even drops.

Tip: Make it a goal to secure one meaningful client conversation this month.