I write proposals for an engineering firm, advance the firm’s cause through a variety of marketing activity and sometimes provide administrative efforts. I work for Fay, Spofford & Thorndike. We are engineers for many aspects of transportation and environmental infrastructure and building facilities.
I’m more salesman, pitchman, MADMAN than what the AEC (architecture/engineering/construction) industry calls a marketer. Proposal writing isn’t marketing; its sales, and I offer a check or balance to the technical staff. The best proposals I have written have been well planned with collaboration from technical staff. My company sells an intangible service that creates tangible products like bridges and water treatment facilities. Engineering a road through any terrain is theoretical until the last bucket of concrete is set.
There is always more nuance to absorb, new clients to approach - internal and external. Personality, criteria and value-added differentiators to separate my firm from another is the proposal process. I manage or orchestrate a proposal with interest in the final product. I think the stuff my firm does is cool.
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