What proportion of the bids you work on ask for the provision of case studies and/or team CVs? At the ITT/RFP stage, a conservative estimate might be at least 75%. And even if they’re not formally requested, are you missing a trick by not including case studies of your previous work and brief bios of your team in relevant answers?
Both are what the Association of Proposal Management Professionals (APMP) Body of Knowledge terms proof points: “Proof points are facts that provide verifiable evidence for your solution’s features and benefits. They support your company’s win themes and discriminators. Without proof points, proposal evaluators may question whether features are proven and benefits are achievable. Proof points make your proposal compelling to a customer.”
Put simply – the bid response showcases what you could do for the client – case studies and CVs prove it.
Of course, for case studies, you should always ensure you request and receive your clients’ sign off to use their name and details of the contract in future bids. File them in your content library by sector, and/or using key word ‘tags’ that can be added to the document properties. The general rule of thumb – prompted by public sector bids which similar give this timeline – is that case studies used should be no older than three years, so their regular review is an important task. Keeping a log of the case studies (including whether you need to request permission each time, or you have a blanket ‘ok’ to use), along with details of the last time you used them is also a useful tool; especially if you are using the case study as a formal reference – after all, there could be a risk of annoyance to your client if they are asked for every bid you submit.
CVs for all team members should be filed in your content library with the bid/client and date in the file name. This will help you see at a glance which are the most recent and, more importantly, relevant for each team member as the CV should be tailored for the specific opportunity; particularly important if your organisation works across multiple sectors, common in professional services for example. Again, regularly review to ensure leavers are removed from the library.
But how do you make your case studies and CVs really stand out from the competition, even before the evaluator has read one word?
Do you now use a simple template to include in an Appendix, or a call out box in the main body of text? While the structure may of course be client-prescribed, a more recent – and more creative – approach we’ve seen is to use an infographic style presentation, either as a full case study, or as a lead in for more detailed text / client examples summarised in bullet points underneath.
Take a look at the basic examples for a client case study and team CV for a contact centre bid below. As an evaluator, would these capture your attention more than a full page of text? Do they bring the subject to life, and would they make for a more compelling or appealing response compared to bidders using text only?
It’s often said that many people prefer, or more quickly process, images to words, so why not give your proof points the best possible start during the evaluation process? While these examples were produced quickly in Microsoft PowerPoint for the purpose of this blog, there are many free infographic templates available, or you may be lucky enough to have an in-house design team who can produce an all-singing all-dancing page spread.
It can be time-consuming to produce a case study or CV, but once you have built up your library, they can be quickly tailored to resonate with specific bid requirements or to show how you’ve previously, and successfully, handled any client pain points. And, for the right clients/opportunities, used creatively to illustrate your proof points.
The key with these, as with all things bids, is to file with relevance, review and update regularly and use with intent!