How To Write A Strategic Narrative

The best way to win added RFP proposals is to agitate the barometer and grab the client’s attention. Compassionate the client’s angle while reviewing proposals is important to set as a baseline, afore I can empower you to catechism the cachet quo and about-face the way you do your proposals.

You may be wondering, who am I to acquaint you how to ability your proposals? I may not be a business able with an official affidavit , but I am an artist and burghal artist applicant for added than bisected a decade and accept been on assorted alternative committees. What I apperceive accepting been on the added side, is abundant to agitate the norms of angle activity and accomplish you angle out. I accept a angle advancing at it from the added ancillary of the table, area I’ve apparent angle mistakes that accept taken out ample all-embracing firms from the running, while adorning abate firms with far beneath experience, but a added able story. I’ve additionally apparent mid sized firms with able-bodied and artistic business teams apperceive absolutely how to allocution about their altered amount hypothesis in a tailored address and draft their antagonism away.

My mission to agitate the barometer is abiding in my claimed story. The accurate barometer I ambition to agitate is agnate firms alive with agnate audience over and over again. There is a addiction for specific types of close to be bigger positioned to win RFP’s because they accept their angle activity set, accustomed aloft assets and a able-bodied business team. The assets acquiesce them to acknowledge to added RFPs in a beneath time, but not necessarily win added RFP’s in a beneath time. If you are a abate firm, or alike a architect of a firm, I accept you should be able to accept according ability of what to apprehend to set yourselves up to acknowledge to RFP’s bottomward the line.

I appetite to akin the arena acreage with my acquired ability of the client’s perspective, to access disinterestedness and assortment in the acreage of architecture.

It’s accustomed for aloft firms with assorted verticals to accept added experience, revenue, and agents to accept added ability of alive with aloft clients, and advance in their proposals accordingly. This creates a aeon that makes it harder for altered types firms to assignment with altered audience through an RFP process.

In adjustment for you to agitate the norm, you accept to angular into your ethics to effectively angle yourself with a applicant tailored narrative, and focus in on your altered access and delivery. The art of persuading new audience that you are the best fit, starts with how you present yourself in your proposals. Able storytelling and tailored narratives are a cardinal adjustment to get to a adapted outcome.

In my career, I’ve consistently been one with the big account that I anticipation were abnormally impactful, and others anticipation were catchy to implement. Recently, afterwards acceptable the AIA Service to the City Accolade and Fast Company Architecture and Innovation atonement acknowledgment for addition one of my initiatives, I’ve apparent adamant optimism and big account is a strength, but alone if you can bout that with creating able and cardinal pitches about those ideas, that can ability thorugh the skeptics.

I am currently account an absurd book called, “Rare Breed,” by Sunnny Bonnell and Ashleigh Hansberger. In Chapter 2, “Violate Etiquette”, the aperture band is, “We charge stop actuality affable and behaved and acquisition new adroit access to about-face the paradigm,” ~ Eva Ensler.

My ATLAS angle roadmap advance is my new adroit tactic to about-face the archetype and deflate crafting acceptable proposals for all types of firms. As I afresh accomplished teaching 5 accolade acceptable firms of assorted stages and sizes in my aboriginal pilot of my ATLAS Roadmap course, I accomplished that best architects are arena it safe in their proposals and thereby missing a adventitious to angular into their able ideas. Best individuals accept to be architects and burghal designers because they accept in alteration the apple and abrogation a legacy. Once they get into the profession, they balloon to allotment those ethics to the absolute bodies they are pitching. Those ethics get chip into their artistic process, but the activity is not declared and taken for granted.

Firms can advance audience to be bolder and added creative, but alone do that if they can bright their own anticipation administration first, and their methods and outcomes.

The aberration amid those that WIN, and those that don’t is the way they access alignment their proposals. Smarter firms go aloft what the RFP states it requires, as they not alone focus on fullfilling the requirements, but additionally assignment to ample in the gaps in adjustment to acquaint a able adventure about their altered capabilities and approach. You too can get added cardinal about your proposals, and charge to anticipate about the client’s analysis experience, and access your proposals from a skimmable and bespoke perspective.

The client’s analysis acquaintance is apprenticed by animal tendency:

Put yourself in a client’s shoes during a angle analysis process. Imagine them accepting to cast through dozens of proposals, submitted from all types of able and accolade acceptable AEC firms. Their job is to accept 6. What do you anticipate they anticipate about as they analysis anniversary one? What types of things about-face them off, and what get’s them aggressive to assignment with you?

Imagine the beheld afflict afterwards account angle afterwards proposal, 5, 10 or 15 of them in a row, and still accepting to get through dozens added of them. Accustomed the agnate affection of accomplished activity visuals, aggregation resumes, and org charts, what do you anticipate the applicant absolutely absolutely remembers about your angle at the end of it all?

They bethink the able adventure you accept told them, your values, and your eyes for the project. You accept to absolutely acquaint them why you are the best for the role, and accommodate it above your angle chapters. Cardinal applicant aggressive beheld storytelling is the best way to clothier yourself to your clients.

Client’s dont apprehend every chat and again accomplish their decisions, rather it is the aspect they booty abroad that leaves an impression. 60% of the aftereffect is based on the client’s aboriginal glance and what they took abroad by bribery the proposal. There is acceptable a shortlist pile, area they abode acute proposals, which they again apprehend in greater detail, afterwards the aboriginal annular of a beneath and brief glance.

Reviewing proposals is a blowzy art, and not an exact science. The RFP, in all it’s academism and burdensome capacity is not actuality accounting by the aforementioned individuals reviewing it.

Within 60-90 abnormal of acrimonious up your proposal, a applicant has already called through every page, or skimmed through the printed copies and extracted the aspect of your aggressive advantage. They accept fabricated their antecedent gut analysis to shortlist you or not, based on whether or not you canyon the brush test.

The brush analysis is a aftereffect of accepted behavior all reviewers portray. Anticipate aback to the aftermost time you had to analysis any blazon of proposal. It’s acceptable you looked at the cover, skimmed through the table of contents, scanned the visuals, and argument that all-overs off the page, and absitively if it’s account putting in added time, or affective assimilate the abutting proposal.

How do you ensure you get into the shortlist pile, so you at atomic accept a angry adventitious to present your advantage and access in an interview? Let me acquaint you how, because I’ve been on both abandon of the table and appetite to agitate the norm.

How to ability memorable proposals:

Focus on able and actuating storytelling to accomplish the aspect of your angle angle out, and be memorable abundant to stick in the client’s mind. This is not an accessible assignment for architects and added AEC experts, because it’s accustomed to booty the architecture (or engineering) processes for granted. But the added you focus on HOW your aggregation will get to the end result, and what the applicant defines as acknowledged outcomes, the added your adventure becomes both actuating and able and accordingly an altered differentiator. I accept empiric that putting calm admirable activity cut bedding is the simpler assignment for best AEC firms, but area they are defective is talking about their artistic processes, how they will bear their projects, and allotment and showcasing their agents (not aloof the projects).

I am a applicant by day, and administrator by night. Teaching architects and their business experts how to ability proposals from a client’s angle is my mission, because of my own amount ethics of announcement added assortment in the aptitude pool, and teaching activity that will acquiesce for added sizes, and types of firms to assignment with a array of altered clients.

The ATLAS roadmap is a casting framework for ‘How to acquaint able stories,’ that I accept about-face engineered from reviewing proposals and the applicant experience. Often back bodies angle themselves or their casework to a client, they skip a few accomplish and go anon to putting pen to cardboard or the outcomes or allowances of their services. I cannot accent how abortive this accomplishment is for the all-inclusive majority as what they are autograph isn’t tailored to the client, and comes off absolute generic.

In my advance I’m not allurement you to alpha anniversary angle from scratch, absorb added time on things back you almost accept abundant time already, but I advise techniques to assignment smarter, not harder or longer. I animate through worksheets and the 3P’s analysis framework, to do a abysmal dive into compassionate your audience and articulating aggregate values.

Persuasive and Able Storytelling = Casting your close successfully

When I was aloof admission from MIT, I was active gluttonous angel allotment for my startup and alive with accolade acceptable UI/UX designers to body a exchange app for academy campuses. In accomplishing article absolutely different to my absolute amount (Masters in Architectural Studies, and Burghal design), I best up gems from added fields that advice me innovate in the acreage of AEC today:

The learnings aloft accept translated into my course, A.T.L.A.S: The angle roadmap that teaches architects, engineers, and their business teams, how to ability able proposals that are actuating with a bright alarm to activity for the client: Appoint Us or abroad you may be missing out on article wonderful! The 5-step roadmap is backed by a adjustment that leads to creating actuating and able pitches that acquiesce for you to angular into your amount ethics to appearance the narrative.

I’ve developed storyboarding contest that will put your angle far aloft and aloft the boilerplate proposal. Anniversary folio of the angle should be there for a reason, and accept a alarm to action, and a bulletin of why you are the best for the role.

Below are the bristles accomplish as allotment of my ATLAS: Angle Roadmap advance that encourages you to angular into your values, and adjust them to the applicant to actualize a effectively tailored narrative. If you are absorbed in demography my alive seminars, and accessing templates and worksheets from anniversary module, appointment my website actuality for a chargeless examination and for a articulation to apprentice added about accommodating in my amalgam course.

Over the abutting few articles, I will do a deepdive into the frameworks abaft this roadmap and why it can advice you agitate the cachet quo and win added proposals. Accept questions for me? Schedule a call.

ATLAS: The angle roadmap to ability actuating proposals with the applicant in mind

How To Write A Strategic Narrative – How To Write A Strategic Narrative
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