Unlock Hidden SME Power to Create Winning Proposals

Have you ever left a Subject Matter Expert (SME) meeting more confused than when you walked in? It happens to the best of us, but don’t worry—there are ways to bridge the communication gap and turn technical jargon into winning content. SMEs hold keys to valuable insights to produce proposal strengths, but translating their expertise into clear, compelling language can be challenging.

Approach Your SME with Empathy and Curiosity

If you can’t understand your SME, evaluators likely won’t understand the SME either. SMEs are often deeply knowledgeable but may not realize that their terminology isn’t common outside their field. If you don’t understand a word or concept, the first step is to approach the conversation empathetically and ask your SME to stop and simplify their response. Show genuine curiosity by asking clarifying questions and repeating key points in your own words. This builds a rapport and ensures that you’re both on the same page.

Simplify and Relate the Information Provided by Your SME

Break down complex ideas into simple concepts and relate them to the proposal’s goals. Use analogies and real-world examples to make the content more accessible. The goal is not to dilute the SME’s expertise but to make it resonate with your evaluators, who may not have technical backgrounds. This approach turns dense content into compelling strengths that evaluators can easily understand and score.

Collaborate with the SME to Refine the Message

Share early drafts with your SME to ensure accuracy, but also bring in non-technical team members to review the content. This ensures you’ve reached the right balance between technical depth and readability. Don’t be afraid to push back if something doesn’t translate well—your role is to turn expertise into actionable, persuasive language. By actively participating in this process, you are empowered to shape the message and make it more effective.

Conclusion

Understanding your SME is a two-way street. You can decode even the most complex technical information with empathy, curiosity, and collaboration. The result? A winning proposal that combines SME expertise with clarity, ensuring evaluators are impressed and ready to score high. This winning partnership is a testament to your skills and dedication and a success you can be proud of.

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By Brenda Crist, Vice President at Lohfeld Consulting Group, MPA, CPP APMP Fellow

Lohfeld Consulting Group has proven results specializing in helping companies create winning captures and proposals. As the premier capture and proposal services consulting firm focused exclusively on government markets, we provide expert assistance to government contractors in Capture Planning and Strategy, Proposal Management and Writing, Capture and Proposal Process and Infrastructure, and Training. In the last 3 years, we’ve supported over 550 proposals winning more than $170B for our clients—including the Top 10 government contractors. Lohfeld Consulting Group is your “go-to” capture and proposal source! Start winning by contacting us at www.lohfeldconsulting.com and join us on LinkedIn, Facebook, and YouTube^(TM).

Brenda Crist

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