The Secret to Winning Premium Deals: What Industry Leaders Do Differently

Abhijit Majumdar

Director @ Indglory | Co-Founder Optimizory Technologies | GenAI Evangelist
March 14, 2024

The Pursuit of Premium Success

Why do some industry heavyweights secure high-value deals consistently, commanding enviable margins? What sets their pursuit teams apart when it comes to building trust and crafting winning proposals?

The Secret: Beyond RFP Compliance

The answer lies in their ability to transcend mere RFP compliance. They understand that true client success hinges on:

Pinpointing the Client's Pain: Identifying the core issue driving the client to seek expert solutions.
Resonating with Decision-Makers: Tailoring solutions that align seamlessly with the client's goals and priorities.
Communicating Value for Trust: Clearly articulating strengths and expertise to foster confidence and credibility.

Framing and Reframing: The Design Thinking Edge

Industry leaders stand apart by consistently framing and reframing client problems to uncover hidden needs and opportunities. This "How Might We" (HMW) approach, a cornerstone of Design Thinking, empowers them to move beyond surface-level RFP details towards strategic solutions.

The Transformative Power of Problem Reframing

Let's break down the framing and reframing process:

Frame: Define the crux of the problem the client seeks to solve.

Reframe: Analyze the problem from diverse angles, employing techniques like:

Broadening the Lens: Considering the problem outside its immediate context.
Challenging Goals: Reassessing the true desired outcomes.
Seeking Bright Spots: Examining instances of success within the problem space.
Empathetic Perspectives: Stepping into the shoes of various stakeholders.

Move Forward: Develop solutions specifically addressing the reframed problem, ensuring greater impact.

Why Reframing Matters

This continuous problem reframing loop offers profound advantages:

Uncover Blind Spots: Expose hidden assumptions or limitations in the initial problem definition.
Ignite Innovation: Generate novel solutions beyond the obvious.
Stakeholder Alignment: Ensure efforts directly target the decision-maker's core needs.
Team Collaboration: Promote teamwork and shared understanding of goals.

From Problem Solving to Value Creation

The ability to reframe problems transforms pursuit teams from mere responders into trusted advisors, shifting the focus to true value creation for the client.

"How Might We": The Design Thinking Power Tool

Design Thinking's "How Might We" (HMW) method turbocharges framing and reframing. By turning problem statements into open-ended "How Might We" questions, teams unlock a world of potential solutions.

RFP Dominance: The Framing and Reframing Advantage

Let's see how this translates to conquering RFPs:

Problem Deep Dive: Start by framing the client's underlying issue – what the RFP is truly about.
Uncover Hidden Needs: Reframe the issue from different angles to expose untapped opportunities.
Compelling Narrative: Craft a proposal showcasing your deep understanding of the client's core pain points, with solutions that go beyond surface-level compliance.
Negotiation Finesse: Leverage framing and reframing even during negotiations, shaping the client's perception of your value proposition.

Become a GenAI-Powered Proposal Strategist

Ready to elevate your pursuit strategy and secure your future success?

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The revolution of Generative Artificial Intelligence (GenAI) is upon us. To stay ahead, bid and proposal professionals need cutting-edge skills, including using GenAI for Design Thinking approaches like Framing, Reframing, and HMW.

The "GenAI Masterclass" Advantage

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