Beware of these telltale signs that trouble is brewing:
- An absence of real customer insight – the team knows only superficialities.
- A blowhard subject matter expert claiming to know it all and who countenances no dissenting opinions.
- Nearly all your proposal team members have day jobs with unstated or higher priorities.
- A multitude of unsubstantiated claims abound: about the government customer, your company, your teammates, and your competitors.
- The presence of red faces and a lack of eye contact from the team during standup meetings.
- A tendency towards closed-door sessions where you are on the outside looking in.
- A widespread cynicism spewing from your team, yet masked as humor.
- A Review Team with a hidden agenda and a hungry look.
- A boss who assigns responsibility without empowerment.
- Decision-making by committee and consensus only – not by a leader with vision and courage.
Part of your job as Proposal Manager is to sense the ill wind blowing before a full-force gale rages. Be alert. Ignoring these red flags will only compound your problems later. Instead, anticipate. Plan. Move out proactively.
Head trouble off at the pass.
How many of these red flags have you encountered when you’ve developed proposals? Leave a comment below.