Creating a killer set of win themes can make the difference between success and failure when pitching your solution to a potential client. Win themes are basically a set of marketing statements that should run through your proposal or tender writing.
When tender writing creating your win themes is the place to start. If you’re having trouble creating a strong win theme, try brainstorming the following potential issues facing your client:
- What risk does your client most fear concerning this project?
- Is there any red tape that your client is particularly concerned by? New legislation? Discrimination regulation? Noise pollution during construction? Archaeological excavation?
- What special vision does your client have for the project? To what extent are they looking for quality, excellence and innovation?
Then make a list of the following:
- Imagine you are your client. Rank the concerns you have just brainstormed from the biggest to the smallest to create an issues list in order of importance.
- Next to each of these issues, brainstorm all the ways in which your project can offer a solution.
- Rank these solutions against your competitors’. Can you offer greater quality, reliability, efficiency, cost-effectiveness etc.?
You now have two lists, an issues list and a solutions list. Can you link the ideas near the top of each list?
The ideas from this process should enable you to find the main subject of a competitive and relevant Win Theme.
Having problems with your Win Themes and want to put together a killer presentation then give Win That Bid a call today.
