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.
The course is focused solely on the IT Sector
environment and can be further customized if
required to cover specific areas of the technology
business (e.g. solely outsourcing or consulting).
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
