The CapturePlanning.com MustWin Process and Content Planning are both designed with proposals based on written RFPs in mind. However, if your customer isn’t going to issue a written RFP you can still adapt the approaches. All you need to do is formally identify the customer’s requirements.
The challenge will be identifying the customer’s requirements. Your sales process and other customer contacts should incorporate questions designed to solicit this information from the customer. The information should be captured in written form, even if it’s done in a report prepared after the meeting or contact. As a last resort, you could define the requirements by using your best judgment based on what you know about the customer.
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