A proposal strategy is a plan to write a persuasive, winning proposal. In this study group webinar session we will discuss on how to develop a proposal strategy that will drive the proposal development.
2. Subject Areas
• Assessing your position
• The Three “C”s
Proposal Strategy
• Developing the Winning Strategy
• Issues, Motivators & Hot Buttons
3. Assessing your sales position
What is your current sales situation?
Where does the competition stand?
What is the customer’s perception
about your organisation?
What is the customer’s perception
about the competition?
4. The 3 Cs - Customer, Capability, Competition
Understanding the Customer
!
• Organisation
!
• The Opportunity
!
• Evaluation Approach
1. What do they really want?
2. What do they don’t want?
3. What will their bosses ask?
5. The 3 Cs - Customer, Capability, Competition
Aligning your Capability
• Identify the customer’s key
requirements
!
• Identify the key areas you can do
better than the competition
!
• Identify the key areas of problems and
how you will address them
6. The 3 Cs - Customer, Capability, Competition
Beating the Competition
• Prepare the Bidders comparison
matrix
!
• Identify your discriminators
• Identify the competitors weaknesses
• Determine what the customer will
achieve by choosing you
!
• Ghost the competitors weaknesses
7. Issues, Motivators & Hot Buttons
• What is that keeps the
prospect awake at night ?
!
• What is that the prospect is
trying to achieve ?
!
• What is that the prospect
has been repeatedly
citing ?
8. Developing the Winning Strategy
• Identify the buyer segments and
their issues
!
• Develop your Solution aligned
with the customer issues and
requirements
!
• Prepare Value Proposition for
each type of buyer
!
• Draft your “What” and “How”
statements
!
• Use Trade-Offs
!
• Document your strategy
9. Stay connected with us on
Linkedin Study Group for
details of the next webinar on
Proposal Development.
Thank You.
Abhijit Majumdar CF.APMP!
Associate Vice President!
Zensar Technologies Ltd. Pune. India.