Beyond the Surface: How a Dominican Republic Adventure Transformed My Understanding of Winning AEC Proposals

Ideas at Dawn
Jun 20
2 min read

Sometimes, profound business insights arise from unexpected sources—like a family vacation that reshaped my understanding of authentic client connection.

A two-day journey from Denver led my family and me to Bayahibe, Dominican Republic—a sun-soaked paradise where I planned to disconnect from work. However, as a proposal professional, I learned the best lessons often come when you're not looking for them.

The Comfort Zone Trap: Resorts and Generic Proposals

Our resort provided everything promised: pristine accommodations and predictable comfort. Sound familiar? Many AEC proposals follow the same polished yet forgettable pattern: executive summaries, project understanding, and technical approaches. This “resort approach” may work for vacations, but it harms proposal success rates.

The Authentic Experience: Higuey Market

Leaving our resort for a tour in Higuey, I encountered a vibrant market filled with tropical fruits, rapid Spanish, and raw energy. My comfort zone was challenged, and I realized how often we sanitize proposals, losing their authentic voice. Clients can distinguish firms that genuinely understand their challenges from those that merely check boxes.

Research Deep-Dive Framework

Successful proposal development requires deeper research. Here’s a structured approach:

Level 1: Resort Research (Typical approach)

Read the RFP
Check the client’s website
Gather basic project information

Level 2: Market Research (Winning firms)

Interview current and past clients
Research industry challenges and trends
Understand political and economic pressures

Level 3: Cultural Immersion (Industry leaders)

Spend time in the client's environment
Learn about their culture and decision-making
Discover the stories that shape their situation

Artisan Proposal Development

Our visit to a cigar factory highlighted the importance of craftsmanship. Each cigar is made with precision and intention—qualities we should emulate in proposal writing.

Instead of using generic content, adopt an artisan approach:

Content Curation: Select relevant project experiences and team members based on client chemistry.
Precision Assembly: Structure sections for narrative flow and ensure graphics enhance the content.
Quality Control: Review proposals for consistency with your strategy and reinforce your key differentiators.