A Collaborative Proposal Process: Fostering Team Buy-In, Maintaining Motivation, and Finishing Strong
Fostering Team Buy-In, Maintaining Motivation, and Finishing Strong
What's it like to be an A/E/C marketing professional? The answer depends on who you ask and when you ask them. Most A/E/C marketers would agree that the role is dynamic, challenging, and, most importantly, rewarding. A/E/C marketing professionals develop and implement strategies that attract clients, win projects, and strengthen brand awareness. They spend their days working closely with technical experts, such as architects, engineers, and construction professionals, to create compelling materials that showcase their companies’ expertise and value. They leverage their unique set of skills to craft deliverables that highlight strengths and differentiators in the highly competitive A/E/C industry.
One critical function of the multi-faceted role is winning work, and a huge component of winning work is the creation and development of a well-crafted proposal. A proposal that demonstrates professionalism and a deep understanding of the client’s expectations positions a firm as a reliable partner. To develop a winning proposal, you must create team buy-in from the outset, then maintain motivation as the proposal progresses, and finally finish strong with positive outcomes for all involved.
Fostering Team Buy-In
First and foremost, involving technical experts and proposed project team members at the beginning is a great first step in initiating a collaborative and successful proposal. Their involvement in the development process from the outset creates a sense of ownership and investment in the proposal. Gather team input and incorporate their ideas—this will help in further cultivating team collaboration and ownership in successful outcomes. Ensure that each team member understands their role in the proposal development process. Clear expectations provide a sense of purpose and direction, motivating team members to work towards a shared objective.
Maintaining Motivation
Once team members are fully engaged in the proposal process, fostering collaboration, teamwork, and continued buy-in becomes easy. You can use brainstorming, group discussions on project strategy, and cross-functional collaboration to further enhance collaboration. When team members feel that they are included as part of a collaborative effort, they are more likely to be a support resource and rally behind the success of the proposal. Maintain team motivation and engagement through regularly communicated updates on the progress of the proposal. Provide important updates on milestones, achievements, and any adjustments or major decisions made. Transparent and consistent communication helps keep the team involved and demonstrates your commitment to the proposal’s success.
Finishing Strong and Next Steps
Finalizing a proposal might be one of the most challenging components to the process. Keeping the team engaged towards the end of the pursuit is crucial to finish strong and achieve a sense of accomplishment for all involved. Regardless of the outcome, take the opportunity to learn and improve from each proposal. Continue your team collaboration by evaluating what worked well and what could be enhanced for future proposals. Seek feedback from all team members involved.
Most importantly, show your appreciation to your team members for their expertise and support in the proposal process. Recognize the efforts and contributions of your team, both individually and collectively. Offer sincere gratitude for their hard work, collaboration, and dedication to winning work—reinforce how their work is contributing to the organization’s goals and delivering value to clients, stakeholders, and our communities. This recognition is important, as it fosters a positive work environment and motivates team members to engage during the next phase of the project and/or on the next pursuit they are involved in.