A strategy is a way of describing how you are going to uniquely build the project and differentiate from our competitors. It is less specific than an action plan (which tells the who-what-when); instead, it tries to broadly answer the question, “How do we get there from here?”
Difference Between The Win Strategy & Win Themes
Your win strategy is how you intend to beat the competition and win the contract. The OPL leads the charge in developing the win strategy with support from Profit Center and Operations.
Your win themes are reinforced throughout the proposal and interview and are influenced by the project’s evaluation/selection committee hot buttons and goals. The capture team is responsible for determining win themes that are unique (differentiators) or offer unique value.
Determining Your Win Strategy
Your win strategy is driven by information about the opportunity, the client, and Garney. With respect to the opportunity, you need
to understand:
- What the opportunity is
- What the need behind the need is
- The scope of the opportunity
Win strategies should be focused on:
- Addressing the client’s hot buttons (and provide best value solutions)
- Team differentiators (what can we say or do that our competition can not?)
PROPOSAL WIN THEME
Win themes are unique differentiation statements that illustrate why Garney is most qualified to complete a client’s project. As you develop each proposal section, the focus should incorporate the identified win themes.