Susan Young's
Amplify Blog

The Best Questions to Ask When You Lose a Bid Proposal

aec aec bid packages aec bid proposals aec business development aec sales presentations bid package construction marketing questions Feb 23, 2024

If you want quality information, you've got to ask quality questions.

Waiting to hear back on a bid proposal you submitted months ago to ask why a prospect didn't choose you flies in the face of this.

Bottom line: You're in sales and marketing.

Do your homework so that you have higher-level conversations.

Ask better questions of yourself and your team.

It's on you to deeply understand and know.

This is the way, A/E/C.

a/e/c presentations aec marketing bid package business growth construction marketing conversational curiosity elevator pitch engineering engineers introduction processes public speaking sales presentations self-confidence Jul 11, 2023

A/E/C = Processes.

Then processes.

First, you metaphorically nudge the door open.

Focus your 30-second elevator pitch on the other person.

Processes take more than 30 seconds and are cumbersome.

Your job in business development and shortlisted meetings is to avoid cumbersome.

Instead, pique people's curiosity. There's no need to be a walking bid package.

Nudge the door open.

Be interesting so they are interested.

When a prospect invites you to a meeting or coffee, ease into the process. But only if asked.