Client Psychology: How Perceptions Affect Proposals and Interviews

Client Psychology: How Perceptions Affect Proposals and Interviews

There are power differentials at play between those that write proposals and those that read them. AEC firms often overlook the fact that evaluators on the receiving end of our quals and approaches are nuanced, imperfect human beings—just like us. By embracing this we have an opportunity to produce resonant, authentic content that plows over the stiff, overly formal business-speak that has dominated the procurement world for far too long. In this presentation we will cover three key areas of concern:

  • Selection Committee Psychology
  • Three Critical and Woefully Undervalued Proposal Sections
  • The Subtle, Yet Powerful Nuances of a Successful Interview

Learning Outcome 1: Proposal Coordinators will learn easy-to-follow templated steps to create tailored proposal content that resonates with selection committees and factors in psychological biases.

Learning Outcome 2: Marketers will come away equipped with real-world examples and mentoring skills to help their colleagues focus on what matters most to proposal evaluators and how to translate technical content into 'stories that stick'.

Learning Outcome 3: Marketing and Business Development staff will learn the key basics of non-verbal communication tactics such as body language, active listening, and silent team interactions that attract positive responses from selection panels. 

Allison Tivnon

Senior Marketing Strategist

Middle of Six

Allison Tivnon is a Senior Marketing Strategist at Middle of Six, an A/E/C marketing consultancy. She has dedicated her career to city and regional planning—partnering with Cities, Counties, regional governments, DOTs, and others on behalf of urban planners, architects, general contractors, transportation engineers, economists, and policy analysts. She presents at events, conferences, and in webinars for the Society of Marketing Professional Services (SMPS), the American Council of Engineering Companies (ACEC), and the Association of General Contractors (AGC). Allison is also the author of Marketing at Low Tide: How to Recession-Proof Your Marketing Department. Outside of work, she serves as a City Councilor for the city of Beaverton, Oregon.

SMPS webinars are approved for 1.5 continuing education units for the Certified Professional Services Marketer (CPSM) program and 1.5 learning units from the American Institute of Architects. Recordings of SMPS webinars are approved for 1.5 CPSM CEUs.

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Client Psychology: How Perceptions Affect Proposals and Interviews
There are power differentials at play between those that write proposals and those that read them. AEC firms often overlook the fact that evaluators on the receiving end of our quals and approaches are nuanced, imperfect human beings—just like us. By embracing this we have an opportunity to produce resonant, authentic content that plows over the stiff, overly formal business-speak that has dominated the procurement world for far too long. In this presentation we will cover three key areas of concern: • Selection Committee Psychology • Three Critical and Woefully Undervalued Proposal Sections • The Subtle, Yet Powerful Nuances of a Successful Interview Learning Outcome 1: Proposal Coordinators will learn easy-to-follow templated steps to create tailored proposal content that resonates with selection committees and factors in psychological biases. Learning Outcome 2: Marketers will come away equipped with real-world examples and mentoring skills to help their colleagues focus on what matters most to proposal evaluators and how to translate technical content into 'stories that stick'. Learning Outcome 3: Marketing and Business Development staff will learn the key basics of non-verbal communication tactics such as body language, active listening, and silent team interactions that attract positive responses from selection panels. You must register to access.
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