June 3th, 2026

Marketing sync Granola notes from Daniela

Meeting Structure & Direction

• Initial confusion about meeting agenda and objectives
• Participants unsure how to proceed effectively
• Agreed to split into focused work streams rather than group discussion
• Decision to tackle two main areas: CRM/lead follow-up and RFP processes

CRM Discussion & Lead Follow-up Strategy

• Monika advocating against new CRM implementation
  • Believes current tools sufficient with optimizations
  • Resistance to manual data migration and setup overhead
  • Prefers AI-driven approach over traditional CRM workflows
• Core problem identified: lack of systematic follow-up to old leads
  • 500-1000 leads in database never receiving follow-up emails
  • Gap between having leads and converting them to opportunities
• Agreed approach: AI-powered personalized outreach
  • Custom emails based on individual prospect context
  • Start with 20 leads from 2024-2025 as test batch
  • Monika to use Claude with GitHub integration for automation
  • Process: scrape contact details → draft personalized emails → collect in database

RFP Analysis & Process Issues

• Current statistics: 1 win out of ~30 submissions over 18 months
• Two main problem areas identified:
  1. Poor opportunity evaluation (applying to wrong-fit RFPs)
  2. Low response quality despite AI assistance
• Mehran’s automated RFP sourcing tool producing irrelevant “strong fit” opportunities
• Quality vs volume dilemma: unclear whether to increase submissions or improve selectivity
• AI response quality concerns: responses lower quality since AI adoption
• Need to distinguish between invited RFPs vs self-sourced opportunities for analysis

Proposal Creation Workflow

• Anu’s successful AI-powered approach using Cursor
  • Working directory with client history and context
  • Structured templates and style guidelines
  • 2-hour turnaround for 20+ page proposals
• Shared repository approach: business-dev repo with client folders
• Key components: design guidelines, color schemes, file organization
• Personalization focus: custom emails per prospect, not generic templates

Next Steps

• Monika: Execute AI-powered lead follow-up campaign (20 leads, 48-hour target)
• Anu: Clean up clients repository for team access and create feedback loop system
• Yoana: Store your recent RFP feedback in a markdown file on Github (not GitHub issues) for AI learning and share with Meiran and team
• Establish proper onboarding process for RFP team members with full ownership accountability (?) - let's put this on hold.
• Daniela: Separate analysis needed: invited vs self-sourced RFP performance comparison. Create an .md file with next steps re improving evaluation/fit-check and response creation based on what we discussed.

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Chat with meeting transcript: https://notes.granola.ai/t/801a6283-baa7-4d68-a807-05a94cc76d50-00demib2