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Writing to Win: Tactics from the Trenches

October 26, 2018
8:00 AM - 12:00 PM

Adolfson & Peterson Construction
5002 S. Ash Avenue
Tempe, AZ 85282

Successful marketers craft compelling and persuasive messages. In this workshop, attendees will gain practical and relevant skills to help them produce strong proposals that are well-written and stand out from the crowd. We will start with strategies to gather content, evaluate 10 persuasive writing strategies, and then dig deep into specific proposal elements using authentic examples provided by attendees. Be prepared to write – as an individual, in small groups, and all together, so learning is active and memorable.


  1. Assessing Ordnance (means of combat to inflict damage on the opponent, i.e. developing content to answer the RFP/SOQ questions) – Interviews with Technical Staff, Historical Research, Project Data Mining
  2. Sharpening the Sword (10 specific writing strategies)
  3. Battlefield Skirmishes (harassing the enemy)
  4. Client-Focused Cover Letters
  5. Persuasive Understanding and Approaches
  6. Customized Project Descriptions
  7. Powerful Resumes
  8. Fortifications (helpful resources)

Learning Objectives

  1. Share insights about how proposals are currently written, including what works and what doesn’t.
  2. Identify methods for gathering information to respond to RFP/SOQ requirements that lead to differentiated responses.
  3. Examine 10 successful writing strategies.
  4. Practice gathering techniques and writing strategies on four critical proposal elements: cover letters, understanding and approaches, project descriptions, and resumes.
  5. Build personal library with helpful resources.


About the Speaker

Barbara Shuck, FSMPS, CPSM

TankGirl Marketing

Barbara “Lieutenant Leadership” Shuck, FSMPS, CPSM, has wanted to be a writer since at least third grade. She regularly shares her energy, passion and 30+ years’ experience to teach, challenge, motivate, and inspire others. She has worked for general contracting, engineering, construction management, and architectural firms, and as a consultant with TankGirl Marketing, she helps clients win through compelling and persuasive content and messaging. She has a bachelor’s degree in Communication Arts and French, and a master’s degree in Business, (marketing emphasis), along with expertise in sales, printing, publishing, and marketing in the AEC industry.

In addition, Barbara has extensive experience collaborating with large corporate teams, building strong brands, and crafting strategies that win. As part of the TankGirl team, she assists clients with marketing research and strategic planning; project pursuit strategy, development and writing; communications planning; award submittals; public speaking and presentation skills; customized leadership, marketing and business development training; marketing collateral, websites; and more.


$199.00 Member

$249.00 Non-Member