The Inside Scoop: Proposals and Interviews from the Client’s Perspective, contains detailed responses from more than 100 public and private buyers of professional design services, as they answered questions such as:

“What makes a winning proposal—and a losing one?”
“What is a real tie-breaker at the selection interview?”
“How can a firm get its foot in the door with your company?”
“What are the most appropriate and effective ways of contacting you?”

The answers to these and many other procurement questions are summarized according to public and private buyer responses, and are also included verbatim in a section sorting replies by those who hire only architects, those who hire only engineers, and those who hire both. The “At a Glance” section includes easy-to-reference guidelines gleaned from this research, including the five items that will eliminate a proposal before it is read, eight impressions that move a proposal to the top of the heap, twelve things to never do at an interview, and twelve things that you SHOULD do at every interview.

Take a look at the Introduction, Table of Contents, and Buyers Interviewed lists to get a feel for whether this report could be helpful as a guide for your proposal writers and for your interview team members. To order, click here.