062: Asking the Right Questions to Get the Best Pursuit Intelligence

Capture Planning is an essential element in winning pursuits. It is a methodical process of understanding the client and decision-makers, the potential project, and the competitive landscape; and then turning that into a winning proposal. It often requires a full team of business development, marketing, and technical professionals.The goal is to have the right information to create compelling and compliant submissions that win! As you can imagine, much of the Capture Planning effort happens before the RFP is released. This important process assesses opportunities, and positions firms accordingly.And, part of the Capture Planning involves meeting with clients, stakeholders, and other decision-makers to gain intelligence about the project and its goals. To help you uncover the best information, you need to know what questions to ask and how to ask them. In this episode, I share a lesson from my Proposal Pro Course - Gap Finding. In this lesson, I explain what a gap is and why it's critical to help differentiate your firm. And then how to find gaps for your pursuits. (Hint: it involves asking great questions!)To help you get started, download my handout that includes dozens of gap-finding questions.  Use this list to help prepare your business development and technical staff before they meet with clients. You can download this free pdf on the show notes page.🚀Ready to take your content marketing game to the next level?Join me for my popular masterclass: 3 Effective Strategies to Boost Your AEC Firm’s Online Presence! It’s free!In this masterclass, I’ll share my proven principles to clarify, simplify, and amplify your content marketing to cut through the online noise and attract the RIGHT audience.Join me here >> marketerstakeflight.com/boostWant 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. Sign up for the Proposal Pro and Content Marketing Clarity Online Courses Waitlists.