Kevin Switaj's guest appearances

Kevin Switaj

The RFP Success Show

Scribble Talk 

Bruce Farrell

Samantha Enslen

Lisa Rehurek

Ajay Patel

Mike Parkinson

Dick Eassom

Kelly Thomas

Krav Maga

Melanie Griffith

Bilbo Baggins

Chris Dixon

Jose Mourinho

Mark Taylor

David Gray

Kim Ruff

OwlTail

Most proposal professionals understand the importance of putting the client at the center of the bid process. But what if a client centric proposal is not enough? According to Kevin Switaj, a winning proposal takes things one step further, leveraging empathy and creativity to build an emotional connection with the evaluator. Kevin is President and CEO of BZ Opportunity Management, a full life cycle proposal consulting firm out of northern Virginia. With more than 15 years in proposal development, Kevin is a recognized thought leader and regular contributor to industry publications. On this episode of the RFP Success Show, Kevin joins me to discuss his new book, Keys to the Castle: Building Empathy and Creativity into Bid Processes. Kevin discusses how an empathetic proposal builds emotional connection with prospective clients and describes how we might apply Pixar storytelling techniques in an RFP response. Listen in for Kevin’s insight on helping subject matter experts write with empathy and learn how to develop content that speaks to the client’s perspective and opens a conversation with evaluators. Key Takeaways How Kevin’s thinking around connecting with evaluators inspired Keys to the Castle How an empathetic proposal builds an emotional connection with prospective clients Kevin’s take on why writing to the client’s needs is not enough How we might apply Disney or Pixar storytelling techniques to a proposal response How to develop empathetic content by focusing on the client’s point of view Kevin’s annotated mockup approach to helping SMEs write with empathy How to reorganize the capture process around Kevin’s empathetic approach to RFPs  Logistics Intelligence gathering Idea development  Why you should only bid on opportunities that align with who you are as a company What it looks like to put the client at the center of the proposal process The first step in building empathy and creativity into your team’s bid processes Connect with Kevin BZ Opportunity Management BZ Opportunity on LinkedIn Kevin on LinkedIn Connect with Lisa  Lisa’s Website Lisa on Twitter Lisa on Facebook Lisa on LinkedIn The RFP Success Company on YouTube The RFP Success Company on LinkedIn Subscribe on iTunes Email podcast@rfpsuccess.com  Resources Kevin on The RFP Success Show EP072 Keys to the Castle: Building Empathy and Creativity into Bid Processes by Kevin Switaj APMP Bruce Farrell Creativity, Inc.: Understanding the Unseen Forces That Stand in the Way of True Inspiration by Ed Catmull with Amy Wallace Pixar Storytelling: Rules for Effective Storytelling Based on Pixar’s Greatest Films by Dean Movshovitz She-Hulk 96-Step Shipley Process Book a Call with the RFP Success Company Dare to Be Influential: Maximizing Your Positive Influence While Still Being True to You by Lisa Rehurek The RFP Success Book by Lisa Rehurek The RFP Success Institute

Most proposal professionals understand the importance of putting the client at the center of the bid process. But what if a client centric proposal is not enough? According to Kevin Switaj, a winning proposal takes things one step further, leveraging empathy and creativity to build an emotional connection with the evaluator. Kevin is President and CEO of <a href="https://www.bzopportunity.com/" rel="noopener nofollow" target="_blank">BZ Opportunity Management</a>, a full life cycle proposal consulting firm out of northern Virginia. With more than 15 years in proposal development, Kevin is a recognized thought leader and regular contributor to industry publications. On this episode of the RFP Success Show, Kevin joins me to discuss his new book, <a href="https://www.amazon.com/Keys-Castle-Building-Creativity-Processes/dp/173288143X" rel="noopener nofollow" target="_blank">Keys to the Castle: Building Empathy and Creativity into Bid Processes</a>. Kevin discusses how an empathetic proposal builds emotional connection with prospective clients and describes how we might apply Pixar storytelling techniques in an RFP response. Listen in for Kevin’s insight on helping subject matter experts write with empathy and learn how to develop content that speaks to the client’s perspective and opens a conversation with evaluators. Key Takeaways How Kevin’s thinking around connecting with evaluators inspired Keys to the Castle How an empathetic proposal builds an emotional connection with prospective clients Kevin’s take on why writing to the client’s needs is not enough How we might apply Disney or Pixar storytelling techniques to a proposal response How to develop empathetic content by focusing on the client’s point of view Kevin’s annotated mockup approach to helping SMEs write with empathy How to reorganize the capture process around Kevin’s empathetic approach to RFPs <ol> <li>Logistics</li> <li>Intelligence gathering</li> <li>Idea development</li> </ol> Why you should only bid on opportunities that align with who you are as a company What it looks like to put the client at the center of the proposal process The first step in building empathy and creativity into your team’s bid processes Connect with Kevin <a href="https://www.bzopportunity.com/" rel="noopener nofollow" target="_blank">BZ Opportunity Management</a> <a href="https://www.linkedin.com/company/bz-opportunity-management/" rel="noopener nofollow" target="_blank">BZ Opportunity on LinkedIn</a> <a href="https://www.linkedin.com/in/kevinswitaj/" rel="noopener nofollow" target="_blank">Kevin on LinkedIn</a> Connect with Lisa  <a href="https://www.therfpsuccesscompany.com/" rel="noopener nofollow" target="_blank">Lisa’s Website</a> <a href="https://twitter.com/lisa_rehurek?lang=en" rel="noopener nofollow" target="_blank">Lisa on Twitter</a> <a href="https://www.facebook.com/RFPsuccess" rel="noopener nofollow" target="_blank">Lisa on Facebook</a> <a href="https://www.linkedin.com/in/lisarehurek/" rel="noopener nofollow" target="_blank">Lisa on LinkedIn</a> <a href="https://www.youtube.com/channel/UCxU3uOxYCuraqdQYslJbH3A" rel="noopener nofollow" target="_blank">The RFP Success Company on YouTube</a> <a href="https://www.linkedin.com/company/rfpsucccess/" rel="noopener nofollow" target="_blank">The RFP Success Company on LinkedIn</a> <a href="https://podcasts.apple.com/us/podcast/the-rfp-success-show/id1410853706" rel="noopener nofollow" target="_blank">Subscribe on iTunes</a> Email <a href="mailto:podcast@rfpsuccess.com" rel="noopener">podcast@rfpsuccess.com</a>  Resources <a href="https://www.therfpsuccesscompany.com/podcasts/making-a-strong-emotional-connection-in-your-proposal-with-kevin-switaj" rel="noopener nofollow" target="_blank">Kevin on The RFP Success Show EP072</a> <a href="https://www.amazon.com/Keys-Castle-Building-Creativity-Processes/dp/173288143X" rel="noopener nofollow" target="_blank">Keys to the Castle: Building Empathy and Creativity into Bid Processes by Kevin Switaj</a> <a href="https://www.apmp.org/" rel="noopener nofollow" target="_blank">APMP</a> <a href="https://bdfarrell.wordpress.com/" rel="noopener nofollow" target="_blank">Bruce Farrell</a> <a href="https://www.amazon.com/Creativity-Inc-Overcoming-Unseen-Inspiration/dp/0812993012" rel="noopener nofollow" target="_blank">Creativity, Inc.: Understanding the Unseen Forces That Stand in the Way of True Inspiration by Ed Catmull with Amy Wallace</a> <a href="https://www.amazon.com/Pixar-Storytelling-Effective-Pixars-Greatest/dp/1717736408" rel="noopener nofollow" target="_blank">Pixar Storytelling: Rules for Effective Storytelling Based on Pixar’s Greatest Films by Dean Movshovitz</a> <a href="https://www.disneyplus.com/series/she-hulk-attorney-at-law/gPwaYusKqRQh" rel="noopener nofollow" target="_blank">She-Hulk</a> <a href="http://sbdl.shipleywins.com/" rel="noopener nofollow" target="_blank">96-Step Shipley Process</a> <a href="https://rfpsuccesschat.as.me/discoverysession" rel="noopener nofollow" target="_blank">Book a Call with the RFP Success Company</a> <a href="https://www.amazon.com/Dare-Be-Influential-Maximizing-Influence/dp/1952233313" rel="noopener nofollow" target="_blank">Dare to Be Influential: Maximizing Your Positive Influence While Still Being True to You by Lisa Rehurek</a> <a href="https://www.therfpsuccesscompany.com/shop-the-rfp-success-book" rel="noopener nofollow" target="_blank">The RFP Success Book by Lisa Rehurek</a> <a href="https://www.therfpsuccessinstitute.com/" rel="noopener nofollow" target="_blank">The RFP Success Institute</a>

Building Empathy into the Bid Process—with Kevin Switaj - EP119

With Scribble Talk reaching the 20k downloads' mile stone, we are excited to kick-off the hunt for our Super Fan through our latest campaign and shower our biggest fan with amazing prizes.You are invited to take the SCRIBBLE TALK SUPER FAN QUIZ and win a chance to get life time access to all podcast seasons and grab amazing Amazon Voucher Cards.Take the quiz now: https://baachuscribble.com/scribble-talk-super-fan-contest-2022/Today’s guest is Kevin SwitajKevin is the President and Chief Executive Officer of BZ Opportunity Management. An experienced proposal professional, he has led bids of diverse sizes and requirements for a wide range of Government clients. He has developed, implemented, and refined life cycle processes at firms, resulting in a minimum of a 50% improvement in win rate year-over-year. He is a former member of the APMP National Capital Area Board of Directors and served as a mentor in the chapter’s mentor-protege program for multiple years. He is a well-recognized thought leader in the field who speaks regularly at regional and international conferences. Kevin has won multiple awards for his writing on opportunity management and regularly blogs on the BZ Opportunity Management site. He is also involved in his community, volunteering for his community swim association and his son’s Cub Scout pack.In this episode we discussed Kevin's Early life and career APMP NCA Chapter memories Memorable APMP Bid Con experiences Mentor Jeff Leitner Entrepreneurship journey with BZ Opportunity ManagementThoughts on empathetic proposal writing and soft skills for proposal professionals Advice to fellow proposal professionalsAccomplishments he is more proud ofInspirations including Walt Disney and PixarFew fun Qs What is your favorite Disney movie?If you could be a Disney character for a week, who would you choose and why?If you could only eat three things for the rest of your life, what would you choose?What is your favorite word?If you could be an Olympic athlete, in what sport would you compete?What came first, the chicken or the egg?If you could transport back in time to experience one event from the past, what would you choose and why?Get to know industry leader spearheading empathy and soft skills in proposal industry, Kevin Switaj. Support the show

With Scribble Talk reaching the 20k downloads' mile stone, we are excited to kick-off the hunt for our Super Fan through our latest campaign and shower our biggest fan with amazing prizes. You are invited to take the SCRIBBLE TALK SUPER FAN QUIZ and win a chance to get life time access to all podcast seasons and grab amazing Amazon Voucher Cards. Take the quiz now: <a href="https://baachuscribble.com/scribble-talk-super-fan-contest-2022/" rel="nofollow" target="_blank">https://baachuscribble.com/scribble-talk-super-fan-contest-2022/</a> Today’s guest is Kevin Switaj Kevin is the President and Chief Executive Officer of BZ Opportunity Management. An experienced proposal professional, he has led bids of diverse sizes and requirements for a wide range of Government clients. He has developed, implemented, and refined life cycle processes at firms, resulting in a minimum of a 50% improvement in win rate year-over-year. He is a former member of the APMP National Capital Area Board of Directors and served as a mentor in the chapter’s mentor-protege program for multiple years. He is a well-recognized thought leader in the field who speaks regularly at regional and international conferences. Kevin has won multiple awards for his writing on opportunity management and regularly blogs on the BZ Opportunity Management site. He is also involved in his community, volunteering for his community swim association and his son’s Cub Scout pack. In this episode we discussed Kevin's  Early life and career  APMP NCA Chapter memories  Memorable APMP Bid Con experiences  Mentor Jeff Leitner  Entrepreneurship journey with BZ Opportunity Management Thoughts on empathetic proposal writing and soft skills for proposal professionals  Advice to fellow proposal professionals Accomplishments he is more proud of Inspirations including Walt Disney and Pixar Few fun Qs What is your favorite Disney movie? If you could be a Disney character for a week, who would you choose and why? If you could only eat three things for the rest of your life, what would you choose? What is your favorite word? If you could be an Olympic athlete, in what sport would you compete? What came first, the chicken or the egg? If you could transport back in time to experience one event from the past, what would you choose and why? Get to know industry leader spearheading empathy and soft skills in proposal industry, Kevin Switaj.  <a href="https://pod.fan/scribble-talk" rel="payment nofollow" target="_blank">Support the show</a>

Scribble Talk - Episode 23 Kevin Switaj (Disney Inspired Empathetic Bid Leader)

It’s no longer enough to simply meet the qualifications in an RFP. Everyone who is bidding meets the qualifications. If we want to win, we have to show the potential client that we know who they are and what they need—and that they can trust us to deliver. So, how do we create that strong emotional connection in a proposal? Dr. Kevin Switaj is the President and CEO of BZ Opportunity Management, a consulting firm that helps small- and mid-sized government contractors navigate the RFP process. He has more than ten years of experience leading high-performance proposal teams and providing strategic support around opportunity identification, capture and proposal management. Kevin’s work has appeared in a number of industry publications, and he also serves as a mentor in the APMP Capital Area Mentor-Protégé Program. On this episode of the podcast, Kevin joins us to share his definition of empathy when it comes to business, explaining why it’s important to cultivate an emotional connection in your RFP response. He walks us through his top strategies for adding empathy to our proposals, describing what we can do to find out about the client’s needs—whether we happen to have a dedicated capture team or not. Listen in for Kevin’s insight on where to include empathy in an RFP response and learn how to make the crucial mindset shift that the proposal is not about YOU, it’s about the client! Key Takeaways How Kevin defines empathy in business as creating an emotional connection Why it’s crucial to cultivate empathy in an RFP response Kevin’s response to the idea that there’s no room for empathy in a federal bid How to make the mindset shift that the proposal is about the client Kevin’s top strategies for adding empathy to your proposals  Leverage info about client needs Know details of value you offer Explain what makes you different  How to find out your client’s needs without a dedicated capture team  Google is your friend (look for annual reports, news or interviews) Talk to people you know who’ve worked with organization  Where to make the best use of empathy in an RFP response  Introduction/executive summary Intros to each individual section Focus on what provides real value in describing technical approach  Kevin’s advice on how to incorporate empathy in proposal writing  Look at things from client POV Ask, ‘So, what?’ to get to benefits  Connect with Kevin BZ Opportunity Management Email info@bzopportunity.com Kevin on LinkedIn Kevin on Twitter Connect with Lisa The RFP Success Community on LinkedIn Lisa’s Website Lisa on Twitter Lisa on Facebook Lisa on LinkedIn  Subscribe on iTunes Email lisa@lisarehurek.com Resources Storytelling for Business on RFP Success Show EP070 The 23 Rules of Storytelling According to Pixar The RFP Success Institute The RFP Success Book by Lisa Rehurek

It’s no longer enough to simply meet the qualifications in an RFP. Everyone who is bidding meets the qualifications. If we want to win, we have to show the potential client that we know who they are and what they need—and that they can trust us to deliver. So, how do we create that strong emotional connection in a proposal? Dr. Kevin Switaj is the President and CEO of <a href="https://www.bzopportunity.com/" rel="noopener nofollow" target="_blank">BZ Opportunity Management</a>, a consulting firm that helps small- and mid-sized government contractors navigate the RFP process. He has more than ten years of experience leading high-performance proposal teams and providing strategic support around opportunity identification, capture and proposal management. Kevin’s work has appeared in a number of industry publications, and he also serves as a mentor in the APMP Capital Area Mentor-Protégé Program. On this episode of the podcast, Kevin joins us to share his definition of empathy when it comes to business, explaining why it’s important to cultivate an emotional connection in your RFP response. He walks us through his top strategies for adding empathy to our proposals, describing what we can do to find out about the client’s needs—whether we happen to have a dedicated capture team or not. Listen in for Kevin’s insight on where to include empathy in an RFP response and learn how to make the crucial mindset shift that the proposal is not about YOU, it’s about the client! Key Takeaways How Kevin defines empathy in business as creating an emotional connection Why it’s crucial to cultivate empathy in an RFP response Kevin’s response to the idea that there’s no room for empathy in a federal bid How to make the mindset shift that the proposal is about the client Kevin’s top strategies for adding empathy to your proposals <ul> <li>Leverage info about client needs</li> <li>Know details of value you offer</li> <li>Explain what makes you different</li> </ul> How to find out your client’s needs without a dedicated capture team <ul> <li>Google is your friend (look for annual reports, news or interviews)</li> <li>Talk to people you know who’ve worked with organization</li> </ul> Where to make the best use of empathy in an RFP response <ul> <li>Introduction/executive summary</li> <li>Intros to each individual section</li> <li>Focus on what provides real value in describing technical approach</li> </ul> Kevin’s advice on how to incorporate empathy in proposal writing <ul> <li>Look at things from client POV</li> <li>Ask, ‘So, what?’ to get to benefits</li> </ul> Connect with Kevin <a href="https://www.bzopportunity.com/" rel="noopener nofollow" target="_blank">BZ Opportunity Management</a> Email <a href="mailto:info@bzopportunity.com" rel="noopener">info@bzopportunity.com</a> <a href="https://www.linkedin.com/in/kevinswitaj/" rel="noopener nofollow" target="_blank">Kevin on LinkedIn</a> <a href="https://twitter.com/drswitaj?lang=en" rel="noopener nofollow" target="_blank">Kevin on Twitter</a> Connect with Lisa <a href="https://www.linkedin.com/groups/13544204/" rel="nofollow" target="_blank">The RFP Success Community on LinkedIn</a> <a href="https://www.lisarehurek.com/" rel="nofollow" target="_blank">Lisa’s Website</a> <a href="https://twitter.com/lisa_rehurek" rel="nofollow" target="_blank">Lisa on Twitter</a> <a href="https://www.facebook.com/RFPsuccess/" rel="nofollow" target="_blank">Lisa on Facebook</a> <a href="https://www.linkedin.com/in/lisarehurek/" rel="nofollow" target="_blank">Lisa on LinkedIn</a> <a href="https://itunes.apple.com/us/podcast/the-rfp-success-show/id1410853706?mt=2" rel="nofollow" target="_blank"> Subscribe on iTunes</a> Email <a href="mailto:lisa@lisarehurek.com">lisa@lisarehurek.com</a> Resources <a href="https://www.therfpsuccesscompany.com/podcasts/storytelling-for-business-with-faye-fulton" rel="noopener nofollow" target="_blank">Storytelling for Business on RFP Success Show EP070</a> <a href="https://gideonsway.wordpress.com/2012/07/17/the-22-rules-of-storytelling-according-to-pixar/" rel="noopener nofollow" target="_blank">The 23 Rules of Storytelling According to Pixar</a> <a href="https://www.therfpsuccessinstitute.com/" rel="noopener nofollow" target="_blank">The RFP Success Institute</a> <a href="https://www.therfpsuccesscompany.com/shop/the-rfp-success-book" rel="noopener nofollow" target="_blank">The RFP Success Book by Lisa Rehurek</a>