Practical Skills for Securing Multi-Million Pound Projects
summary
A clear method for winning big contracts: start with objective-based document design and do three steps — define the audience, map their needs, then build objectives that drive content. Use the highlighter exercise on RFPS, run an RFP mind blast to turn needs into priorities, and condense them into three headlines that every page supports. Put the most important info first, make navigation obvious, QA everything with dry runs and file checks, and keep every slide or page tied to a stated audience need.
AI-written summary · about
chapters (14)
- 0:00Intro
- 0:28Introduction: Who Am I?
- 1:33Introduction: Why Am I here?
- 3:05Introduction: What are Pitches?
- 4:21Objective-based Design
- 6:24Defining Your Audience
- 8:26Figuring Out Their Needs
- 11:50The Highlighter Exercise
- 14:50Defining Your Objectives
- 15:57Creating Some Headlines
- 17:08Note: Always Be Honest
- 18:29Structure and Signposting
- 21:56Live Pitch Delivery & Presentation
- 25:08Summary & Key Points
related talks
45mThe Small Fish in a Big Pond: Working with Large Clients
35mEngage or Die: Four Techniques for Writing Indispensible Docs
31mWhere is my next project coming from? Sales pipeline management for freelancers and small agencies
33mHow To Get On This Stage (And What To Do When You Get There)
45mTelling Your Technical Story
50mPassing Your Project Interviews and Presales to the West
21mApplying PM Skills to Leadership
39mProject Management for Engineers