035: Client Research: Proposal Pet Peeves and Common Winning Elements

Welcome back, Marketers! We are back and kicking off season 2 with a new episode. Have you ever wondered why a client may choose another firm over yours? Interested in making the client’s experience a better one? Today, I’m interviewing Sreoshy Banerjea, an urban designer and architect who has taken her knowledge and dug deep to find out what our clients want in a proposal. 

Sreoshy’s research looks at what the client is looking for within your firm, your proposals, and more. From the basic factors like spelling errors to more sophisticated considerations such as diversity in age. We will discuss the biggest pet peeve of the client, as well as what makes a winning proposal. 

Sreoshy has created a course on writing a better proposal and winning that client each time.  Her course, ATLAS Framework, is available here: https://atlas.newzenler.com/f/atlasroadmap

What to review the highlights of today’s episode?  

• Sreoshy’s career path: 2:04
• Sreoshy tells us about the recent client research she’s conducted: 4:42
• What do you look for when hiring and selecting consultants? 4:57
• Common factors from the client’s side that made them want to eliminate proposals?: 7:32
  • Basic Factors: 7:57
  • Sophisticated Factors:  8:11
• Diversity in Age?: 11:06
• Client looking for the day-to-day lead to present AND lead the meeting: 12:45
• Technical details/Project Delivery aspect: 14:59
• Quality Control, do you have a system in place? 16:22
• Common winning elements for proposals: 17:05
  • What’s the biggest factor? 17:44
  • Other winning elements? 18:17
• Which proposals have the more winning patterns?  20:15
• Clients biggest pet peeves reviewing proposals? 21:55
• ATLAS Framework – how can it help firms create better proposals? 26:44

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Want more AEC marketing goodness?

• New to proposals? Download my FREE “RFPs for Beginners – The Ultimate Proposal Management Checklist.”
• Stop planning, start creating with my FREE “Ultimate AEC Content Marketing Starter Kit.”
• Follow Lindsay on LinkedIn and Instagram.
• Collaborate with other AEC Marketers in our Facebook Group.
• Purchase bite-sized, on-demand templates and training at the Marketers Place.
• Enroll in online training: The Proposal Pro or Content Marketing Clarity.