New Thinking

Are your proposals future ready?

Digital, Cloud, and Agile are not the buzzwords only in the IT industry but are also getting traction in Proposals Industry.

Industry experts have already forecasted a wide range of disruptive proposal consulting and management trends for 2018 and beyond that are sure to bring a significant shift in the industry across the globe. Considering today’s shrinking budgets, the procurement trends are also undergoing a dynamic change from the previous years. The best survival strategy for companies in such an environment is to radically adapt their capture and proposal management strategies to continue delivering winning proposals.

Trend #1 Rise of Cloud-Based Proposal Solutions

The years to come will see the Federal government and more and more businesses worldwide essentially demanding for cloud-based digital proposal documents to ensure high-quality and cost-effective services. Cloud-based technology can help proposal consulting and management businesses deliver high-quality and cost-effective services to their clients worldwide. You’ll be surprised to know that 61% of businesses across the globe strongly believe that cloud-based technology can help lower the cost of delivery. We’re sure cloud computing will help create more and more business opportunities for proposal consulting and management businesses in 2018 and beyond.

Trend #2 Agile Methodology in Proposal Development

We have seen how Agile methods have revolutionized system development, enabling new levels of success never seen before. Now, applying agile principles to proposal development will allow you to write the proposals efficiently. Let’s look at the reasons why this approach is trending over traditional proposal development:

Reason 1: It is better than traditional methods because it facilitates better coordination among the writer, subject matter expert, reviewer, and other contributors so that the outcome, the written proposal, states the right message and in the right tone. Reviewers get questions that focus their evaluation on what matters most.

Reason 2: It is faster than traditional methods because it does not require interruption for colour team reviews. The team works in parallel and conduct internal reviews.

Reason 3: It is cheaper than traditional methods because it eliminates the need for extra labour to revise proposal sections and assemble colour team drafts.

Trend #3 Radical Intelligence will take center stage

2018 witnessed a growing demand for Radical Intelligence in the proposal consulting and management industry worldwide. We are likely to see this trend gain strength in 2019 and beyond. A large number of proposal consulting and management companies are now focused more on leveraging Big Data, Robotics, Artificial Intelligence, Collaboration Tools, and a host of other technologies to meet the diverse, and sometimes time-pressing, demands of their global clients. Efforts would be driven towards making proposals more interactive, self-explanatory, and interesting by incorporating videos, animation, infographics, and other time-saving proposal solutions.

Trend #4 Focus will Shift to Addressing Transformative Problems

Another proposal consulting and management trend that is likely to make waves in the future is the shift of focus to addressing transformative problems. A survey by Deloitte found that more than 50% of companies believe that third-party advisors add tremendous value during the strategic assessment, business case development, RFP Responses, and contracting. Given this statistic, it is evident why more and more companies will work on providing comprehensive solutions to their client’s emerging transformative challenges and focus on ways to transform their proposal needs 10 or even 100 times over.

Trend #5 Best Value Proposition Will Overrule the Cost Proposition

Traditionally, budget and costing remained the key drivers behind a company’s proposal consulting and management decisions. However, we are now witnessing major procurement companies and even the Federal market focusing more on engaging with the Best value service providers. Sources in the online media reveal that 39% IT businesses plan to focus more on quality improvement, 19% of companies plan to focus on access to diverse skills, and just 11% will look for financial flexibility when making their proposal consulting and management decisions. This shift is sure to help IT, and other businesses focus more on the all-around value proposition, and it will help proposal consulting and management companies penetrate deeper into the niche market.

Conclusion

In a few months, it will be clear which of the proposal consulting and management trends will evolve and endure and which ones will die a fast death. However, one thing that is certain is that the proposal consulting and management industry will witness even bigger and better changes in the years to come, which sounds like a wake-up call for all those who are looking for new opportunities to boost their win rate.

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