COURSE 6
About
the course:
This course provides the techniques and strategies
required to develop successful bid proposals.
Applicable for large, solicited bid proposals
(RFI/RFP responses) the course will teach how
to ensure your proposal has maximum impact and
increased potential for success.
The course teaches delegates
how to ensure their proposals best meet the
customer buying criteria, demonstrate value
(not functional benefits) and position unique
differentiators. The course also considers
the competitive situation and introduces strategies
to beat competitors in your proposal.
Customization:
This course can be company or industry-sector
specific and can accommodate account planning
and sales processes already in use by a company’s
account/sales teams.
Course
Outline:
The course considers written, presented and
content preparation aspects of a winning proposal:
- Written
proposal content and layout
- Executive Summary section of the written
proposal
- Presenting your proposal post submission
(to customer decision making bodies)
- Proposal validation (“Red Team”,
Customer coach etc)
- Using senior management in the proposal
process
Who is this
course for?
Sales people who are relatively new to delivering
solicited proposal responses – generally
less than 3 years direct sales experience.
Applicable for Account Managers. Sales Managers,
Business Development Executives and Sales
Support Managers.
Bid support people
(Bid Managers, Business Case Managers, Marketing
Teams, pre-sales people from business/delivery
functions etc) who are involved in producing
customer proposals.
| You
will learn: |
- To
structure and write high impact and
compelling proposals
- To develop winning ‘Executive
Summaries’
- To identify and promote real value
differentiation and discriminators
(USP’s)
- To use internal management and processes
to improve proposals
- To engage your customer to help
enhance your proposals
- To develop winning proposal presentations
(to customer buying teams)
- To uncover and test the customer’s
buying criteria (formal and informal)
- To ghost competitor strengths /
emphasize weaknesses in your proposals
- To target specific issues, concerns
or individuals in your proposal
- To make a ‘post submission’
strategy to maintain the sales effort
|
Length
of the course: 2 or 3 days
