Simple Pre-Proposal Strategy
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Simple Pre-Proposal Strategy
- 1. Are you a small business owner?
- 2. Do you have to complete proposals to earn new business? (RFP) Request for Proposal
- 3. NO YES Quit Now Continue
- 4. Proposals are a pain in the * No asses were harmed during this presentation
- 5. Proposals are a pain in the * No asses were harmed during this presentation
- 6. Proposals are a pain in the X * No asses were harmed during this presentation
- 7. Is this your proposal?
- 8. Is this your proposal?
- 9. It will be if you don’t know how to qualify a proposal
- 10. What most small biz owners don’t realize is...
- 12. Proposals are setup so YOU LOSE.
- 13. The Truth Proposals are used to: a) Cover the Companies legal
- 14. The Truth Proposals are used to: a) Cover the Companies legal
- 15. The Truth Proposals are used to: a) Cover the Companies legal X
- 16. The Truth Proposals are used to: b) I.D. the lowest price
- 17. The Truth Proposals are used to: b) turn you into an un-paid consultant
- 18. The Truth Proposals are used to: b) turn you into an un-paid consultant
- 19. You Lose If You...
- 20. You Lose If You... •Don’t know the decision-makers
- 21. You Lose If You... •Don’t know the decision-makers •Don’t know how the ultimate decision will be made
- 22. You Lose If You... •Don’t know the decision-makers •Don’t know how the ultimate decision will be made •When decision will be made
- 23. You Lose If You... •Don’t know the decision-makers •Don’t know how the ultimate decision will be made •When decision will be made •Submit the same RFP format as everyone else
- 24. You will
- 25. Do EXACTLY what I say and you can eliminate the proposals you were not going to win anyway...
- 26. Remember...
- 27. You Lose If You...
- 28. You Lose If You... •Don’t know the decision-makers
- 29. You Lose If You... •Don’t know the decision-makers •Don’t know how the ultimate decision will be made
- 30. You Lose If You... •Don’t know the decision-makers •Don’t know how the ultimate decision will be made •When decision will be made
- 31. You Lose If You... •Don’t know the decision-makers •Don’t know how the ultimate decision will be made •When decision will be made •Submit the same RFP format as everyone else
- 32. Receive Copy of Proposal Ask:
- 33. Receive Copy of Proposal Ask: 1. Who will make decision? 2. Ultimately, based on all possible criteria, how will decision be made? 3. When will the final decision be made?
- 34. And a “seemingly” gutsy tactic that we use w/great success...
- 35. “Are you open to us giving you a 25m recommended course of action presentation before we submit a proposal bid?”
- 36. Don’t be a Chicken
- 37. “Are you open to us giving you a 25m recommended course of action presentation before we submit a proposal bid?”
- 38. Then You Take RFP...
- 40. Then Present your Off * Per request, we protected identity of our model
- 41. Then Present your Off * Per request, we protected identity of our model
- 42. By doing so, YOU will...
- 43. By doing so, YOU will... • Receive more consulting contracts
- 44. By doing so, YOU will... • Receive more consulting contracts • Avoid or reduce completing long RFP proposals
- 45. By doing so, YOU will... • Receive more consulting contracts • Avoid or reduce completing long RFP proposals • Position as unique against competition