Are You a Proposal Warrior?

At the recent APMP (Association of Proposal Management Professionals) national conference inDallas,Texas, participants were treated to a lively address by Eric Gregory, Vice President for Business Development at CACI, Inc., about proposal professionals as warriors. 

I do not agree with his metaphor or with everything that he said, but Gregory is a thoughtful person, a very successful proposal professional, and a person who has contributed a great deal to APMP.  For these reasons, his remarks should be taken seriously.

According to Gregory, there are ten attributes to a proposal warrior that I will list and briefly explain.

1.  Courageous

A proposal professional performs well under difficult conditions by often enduring criticisms, doubts, anger, disappointment, long hours of work, and difficult assignments.

2.  Committed

A proposal professional is committed to working on a team and winning bids.

3.  Leader

A proposal professional leads by example and works at least as hard as anyone else on the team.  As a leader, a proposal professional is an optimist and believes that his or her proposals can be improved.

4.  Decisive

A proposal professional is thoughtful but always action-oriented.

5.  Agile

A proposal professional embraces change and reacts quickly when changes can improve a proposal.

6.  Creative

A proposal professional is capable of developing new solutions to problems and finding new ways to win bids.

7.  Disciplined

A proposal professional is very focused on winning bids and is relentless in taking action to achieve this goal.

8.  Compassionate

A proposal professional works hard to defend his or her work and the team along with the best interests of the company.

9.  Intelligent

A proposal professional uses his or her intelligence to become more successful and to create better proposals.

10.  Resilient

A proposal professional works well under stressful and difficult conditions.

Gregory concluded his presentation by pointing out that proposal professionals often are underappreciated by their companies.  They must find ways to convey their value to senior management and make a strong case for their absolute importance to their company’s success.

What do you think about Gregory’s approach?  Are you a proposal warrior?


Leave a Reply