Proposal Development Best Practices with Jessica McKinney

In this episode of the Building PA Podcast, co-hosts Chris Martin and Jon O’Brien welcome Jessica McKinney from P.J. Dick Trumbull Lindy to discuss the intricacies of proposal management in the construction industry. With over 25 years of experience, Jessica shares her insights on the importance of tailoring proposals to meet client needs, emphasizing that successful proposals are not just boilerplate documents but rather personalized narratives that reflect the unique requirements of each client.

Jessica highlights the significance of kickoff meetings to gather essential information about clients, which helps in crafting compelling proposals. She reflects on her background in journalism, explaining how the skills she developed in asking probing questions have been invaluable in her role as a proposal manager. The conversation delves into the challenges of working with technical staff who may not be accustomed to the proposal process, and Jessica offers practical advice on how to help them feel comfortable during interviews.

As the discussion progresses, Jessica shares best practices for maintaining schedules during the proposal process, particularly in complex design-build scenarios involving multiple stakeholders. She emphasizes the need for internal deadlines and flexibility when working with technical teams who are often busy managing ongoing projects.

The hosts and Jessica also explore the evolving landscape of proposal writing, including the impact of technology and trends in the construction industry. Jessica notes the importance of staying current with industry changes and how her team adapts to new tools and software, while also recognizing that the human touch remains irreplaceable in crafting effective proposals.

Towards the end of the episode, Jessica discusses the relevance of past projects in proposals, stressing the need to present recent and pertinent work to potential clients. She also touches on the significance of client debriefs, particularly in government proposals, where compliance and proof statements are critical.

In a light-hearted moment, the hosts ask Jessica about any superstitions or rituals she has on presentation day, leading to a discussion about the energy and preparation that goes into successful proposal presentations.

Finally, Jessica shares her insights on upcoming trends in the construction industry, predicting continued demand for multifamily housing and laboratory renovations as cities adapt to changing needs.

Join us for this engaging conversation filled with valuable tips and insights for anyone involved in proposal management and the construction industry. Whether you’re a seasoned professional or new to the field, this episode offers a wealth of knowledge to help you navigate the proposal process successfully.

Tagged as: proposal, proposal development, proposal writing, proposal best practices, construction proposal, request for proposal, RFP.