How to Increase Your Win Rate with Your Project Summaries

Chuck Roberts

President & CEO, Performance Management Group, Inc.

You can significantly increase your proposal, SOQ, and shortlist win rates by developing superior project summaries because relevant experience is typically a heavily weighted selection factor and even a small increase in points matters because AEC solicitations are usually won by a small margin. In this powerful workshop you'll learn what content to present, how to obtain that content, and how to use cutting-edge principles of the science of persuasive communication to structure the content in a way that enhances the selection committee's perception of the value of your firm's capabilities and experience relative to your competitors, earning you a higher score. Additionally, you'll learn a practical approach for implementing these improvements within the constraints of your limited resources. Bring three of your firm’s project summaries to this workshop to use in the exercises so you can see how to apply the principles to your firm’s own content. The knowledge you’ll gain about applying the science of persuasive communication to improve your firm’s performance will increase your value in the eyes of your firm’s leadership, earn you greater respect from your firm’s technical personnel, and make your job a lot more enjoyable because winning is what it’s all about. You'll never view project summaries the same way after participating in this workshop.

Audience Takeaways

  • Identify content that will produce a higher score.

  • Learn where to get the content.

  • Structure the content to resonate with selection committee members for a higher score.

  • Understand how and why these techniques result in a higher score. 5. Implement these techniques at your firm with your available resources.

Conference Session Tracks

  • Domain Track: Proposals & Business Development

  • Career Track: Mid-Level & Senior

  • Position Track: Proposal Development

44 years of experience as a Seller/Doer. Served as Corporate Director of Business Development responsible for marketing and sales, CEO, COO, and CFO for national and international multidisciplinary AEC firms. Presented at over 200 conferences and corporate events.

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