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Team Building


Thursday, May 29, 2014 | 11:00 AM - 12:00 PM
Chicago 10

Added Value: The Difference Between Winning and Losing

J. Daniel Janowski, CPP APMP
Senior Project Specialist, GTECH Corporation

Every vendor who submits a proposal will claim 100-percent compliance; will offer unique and distinctive capabilities, products, and services; and will claim to be the best choice for the contract award. Merely submitting a compliant or even a "good" proposal will not help your team win. Your proposal must be the one that stands out from all the others and provides the maximum added value the customer will appreciate. Proposals fail because they do not do this. Mere differentiation is not enough. To write a successful proposal you must learn to do this effectively, or you are wasting your proposal investment. The difference is in focusing on added value and then making sure it gets read in your proposal.

 



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J. Daniel Janowski, CPP APMP

J. Daniel Janowski, CPP APMP, is the Director of Bids and Proposals with Measured Progress in Dover, New Hampshire. He has more than 15 years of experience in proposal management and business development and has contributed to the APMP Journal.



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