How do you cope with negative or harsh proposal review feedback?

As a Proposal Manager, it is our job to filter through the sometimes unproductive comments and feedback. Set the tone during the review kickoff regarding what is acceptable feedback and what the reviewers should focus on. For example, no one should be editing or proof reading at Pink Team. Set the ground rules that unproductive comments will not be considered by the authors and that feedback without direction on what should change will be discarded. "This is garbage" OK, thanks for your opinion. DELETE. "This section needs to include more proof points and metrics. I will reach out to the program to see what I can find" GREAT COMMENT!!!

Resiliance is a key attribute in bidding but it is built over time and through experience. It's important to read any review comments with an improvement mindset. Approaching a response with dozens of comments and suggestions can feel frustrating or even deflating. Reminding yourself (constructive) criticism isn't personal allows you to apply a more receptive mindset. When re-drafting a response with a clear head and unbiased approach its easier to effectively identify which comments should be actioned and how.

Before reacting, take a moment to step back and process your emotions. It's natural to feel upset or frustrated but try not to take the feedback personally. Remember that the goal is to improve the proposal, not to criticize you personally.

Take the time. As much as needed. Critical feedback is often accompanied by a loss. Make sure to navigate through both emotions.

Awareness of Feelings: Recognize and accept your emotional reaction to the feedback without letting it overwhelm you. Pause and Reflect: Take a moment to process your emotions before responding impulsively to the criticism. Seek Support if Needed: Discuss your feelings with a trusted colleague or mentor to gain perspective and support.

When receiving harsh proposal review feedback, we have two options: get upset about it or use the feedback, take it with a grain of salt, and use it to better develop our business. Yeah, it stings when someone picks apart your hard work, but it’s part of the game. Instead of letting it get to you, look at the feedback as a roadmap for improvement. Figure out what's useful, ignore what’s not, and tweak your approach. It's like debugging code: you find the issues, fix them, and make your program run smoother

Focus on Specifics: Identify specific points or actionable areas mentioned in the feedback rather than dwelling on the overall negativity. Objective Assessment: Evaluate the feedback objectively, separating personal feelings from the constructive elements. Extract Learning Points: Look for insights that can help improve future proposals or work quality.

All feedback is good since the normal case is that you seldom receive any. Hence the importance of making a matrix and sort all the feedback in relevant topics that matches your bid. By doing this all feedback notes will be coherent to your organisation and it will be easier to analyse and make a follow-up plan, if necessary, in order to make a proper lessons learned after the bid.

Ask for a proposal review meeting with the customer, where the customer can lay out their reasoning behind their feedback and where you as company get the opportunity to get clarifications. By doing this you will understand the acts of the customer and put it the right context for your proposal in order to learn for future proposals. A proposal is a learning process - all the time.

If any part of the feedback is unclear, seek clarification to fully understand the reviewer’s perspective. - Schedule a follow-up discussion with the reviewer. - Use AI to prepare questions and points for clarification. - Ensure you have a clear understanding of the feedback.

Seek Clarity: If aspects of the feedback are unclear, politely ask the reviewer for specific examples or further explanation. Open Communication: Approach the reviewer or relevant parties with a willingness to understand their perspective better. Avoid Defensiveness: Frame inquiries in a non-confrontational manner to encourage an open dialogue for clarification

Pro tip - Keep a proposal review checkpoint of the specific section with the relevant keystakeholders and SMEs to go through the script. Discuss the gaps and ask for feedback upfront. Make a note of suggestions and ensure to incorporate in the proposal. Also, keep the blockers for 1st draft review , 2nd draft review and final draft review.In each of the review sessions address the red flags and burning points. Keep your boiler plate information always handy.

Most likely you would like to keep a good relation with the customer, even if you lost a proposal, especially if you are planning to bid more times to the same customer. Sending a letter of gratitude for the feedback will give a professional impression, showing the customer you care for the whole bid process. This shows that you appreciated the feedback the customer took its precious time to give you.

Understand that constructive criticism, even if delivered harshly, can offer valuable insights for growth. Appreciate the effort taken by the reviewer to provide feedback that might help improve your proposal.

Where feedback is appropriate and constructive it will always have value. Sometimes we get too close to our own responses and the only way to avoid being blinkered is for a reviewer to look at a response and offer another viewpoint. Even if the content doesnt change, review comments may help you to reframe a response in a way that resonates better with the client.

When faced with negative or harsh proposal review feedback: Embrace Constructive Criticism: Approach feedback with an open mind, recognizing opportunities for improvement rather than taking criticism personally. Identify Key Insights: Analyze feedback to pinpoint specific areas of weakness or concern. Look for recurring themes or patterns to understand underlying issues. Prioritize Actionable Items: Focus on actionable feedback that can be addressed in future proposals. Determine which suggestions are most relevant and feasible for implementation. Implement Changes: Incorporate feedback into future proposal strategies and content. Revise approaches, messaging, and presentation based on lessons learned from past feedback.

Implement the constructive elements of the feedback to improve future proposals. - Use AI to integrate feedback into proposal templates. - Develop action plans based on specific feedback points. - Monitor the impact of changes with AI-driven analytics.

Use the feedback as a tool for improvement. Implement actionable suggestions or make necessary changes in subsequent proposals based on the critique received.

Perspective is everything. Take the negative feedback as the new perspective and align towards closing the gaps.. Ultimate aim is to deliver a proposal which can give you a competitive edge.. seek help from the content writers and subject matter experts to incorporate the suggestions. If the feedback is too personal and disturbing , to all its glory it doesn't matter if it doesn't add value to your perspective.

Realize you're in sales (the hardest part of sales, actually) and that every "NO" is just a step towards your next "YES." Don't take anything personally, and use every interaction with clients to gather useful insights that you can leverage to win more in the future.

Dealing with negative feedback involves staying open-minded, seeking constructive criticism, and using it to improve future proposals. In renewable energy, for projects like offshore wind power, feedback on grid code compliance or manufacturing feasibility can guide adjustments for better outcomes. Embrace feedback as a learning opportunity to refine strategies and enhance project success.

Maintain Perspective: Remember that feedback is an opportunity for growth and improvement, not a reflection of your worth or capabilities. Seek Additional Opinions: If possible, seek input from others to validate the feedback received. Different perspectives can provide a well-rounded view. Focus on Continuous Improvement: Use the feedback as a catalyst for ongoing enhancement rather than viewing it as a setback. Develop Resilience: Building resilience to handle criticism is a valuable skill. Use each feedback experience as a chance to strengthen this skill.