Growing Valuable Proposal Support without Adding Headcount: A Case Study on Building a Positive Culture around Proposal Management
Whether you are a "Department of One" or part of a proposal team, we are too often stretched thin and need surge support during busy seasons. Yet, most people in our companies are allergic to the word "proposal," making it a struggle to get them involved. Few of us have budget to hire consultants or more staff. I've been there and have found a better path. Through this interactive session, I will share how I cloned myself - without adding headcount or spending a single dollar on consultants. Through an innovative "Proposal Ninja" program, I turned a department of one into a team of 15 (and growing) using existing, client-facing employees in a manner that does not interfere with their existing work (or work-life balance). The best part? The program has enthusiastic VOLUNTARY participation with a long wait list, carries prestige within my organization, and produces graduates who maintain very high win rates.
Briana Coleman, CPP APMP
Senior Manager, BD Operations and Proposals
CapTech Ventures, Inc.
Briana is a skilled proposal manager with 10+ years' expertise managing complex commercial and government proposals up to $1B in value, mentoring sales and proposal professionals, and helping organizations develop mature proposal processes. She is a recognized expert with experience on 1,000+ career proposals to date. Briana is presently the Senior Manager for BD Operations & Proposals at CapTech, where she leads a team of 15 in completing 150 Fortune 500 and State proposals per year.
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