Back in October 2021, my husband Jared got the travel bug which is awesome because I usually initiate all of our vacation plans. You would think it would be smooth sailing to pick a destination and put everything in motion… well, no.
The kids and I wanted to go to Hawaii, but Jared wasn’t sure about the destination. We tried every tactic in the book to convince him, but no results.
I thought about proposals I had worked on with a similar challenge – ones that were strategic must-wins, but that maybe we didn’t have an organized capture plan.
“What helped my team and me win those proposals?” I thought.
And then it came to me – We should use a PSOE approach.
PSOE – Problem, Solution, Outcome, Evidence.
When working with owners, we:
REMEMBER: when implementing the PSOE approach, you must ensure the entire team is on the same page. The message of our proposals must be cohesive and congruent. |
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