Jonny Sherwin set up Propozition after noticing a gap. Not a gap in the market (although perhaps that turned out to exist too) – a gap between the quality of bidders’ solutions and how those solutions are described in bid documents and presentations.
Many assume that proposals tend to over-sell the solution. Our experience is the reverse is more often true.
Ask a bid team to describe their solution and they are usually pretty enthusiastic about their solution and its benefits to the prospective client. Open the proposal document and it tells a different story. Or possibly no story at all.
This common scenario introduces an unnecessary risk into the bidding process. Propozition is there to help companies close that gap, to reduce that risk and to win more bids.
That was back in 2002 and we’re proud to be working with many of the same clients now as we did when we started. Almost all our work is either repeat business or comes through personal recommendation.
Now we’re equally focused on the targeting and prospecting part of the business development process – ensuring that opportunities to engage with clients uncover the needs that can make bids more compelling.
We’re a small organisation (fewer than 10 people) focused on helping companies (or consortia) that bid for major projects win more bids.
Our people come from diverse but relevant backgrounds including business-development, consumer marketing, consulting, journalism, design and video production.
Jonny Sherwin founded and leads Propozition, applying more than 25 years’ experience in marketing, new business development, technology and management consultancy.
In 1999, Jonny was founding partner in Pointer Consulting, a successful CRM (customer relationship management) consultancy, later acquired by US-based Extraprise Inc. Jonny was also responsible for building from scratch Extraprise’s European Internet Solutions Group, part of a 130-person organisation bringing together strategic, creative and technology services. His team won a number of industry awards for business effectiveness.
The previous nine years were spent in brand communication, first at Saatchi & Saatchi Advertising working on the British Airways account and then at Abbott Mead Vickers∙BBDO Advertising. There he managed accounts such as Volvo, Sainsbury’s, the Department of Transport and BT Business. Jonny also had a posting at the agency’s Singapore office as Asia Region Account Director.
The advertising industry’s rigour around understanding customers’ needs, distilling strategy and bringing simple messages to life is what underpins the work that Propozition does today.
When you add Propozition’s skills, approach and capabilities to the talent in my team, it’s a winning combination.
What makes Propozition different is they care as much about winning as we do.
Propozition has quite simply transformed the way we write tenders.
Propozition’s role in designing, building and coaching our delivery of these presentations to the BBC made a material contribution to this win.
Propozition helped us to focus our ideas and give them consistency...the RIBA praised our presentation.
We weren't surprised when we won because of the quality of the message we communicated.
Working in Shanghai, London and Beijing, Propozition did an excellent job of helping us convey both our solution and our commitment.