What to take into account when preparing and presenting your client proposals. By Bryant Nielson, CapitalWave Inc.

1. Proposals: Considerations and Presenting D E L I V E R I N G I N N O V A T I V E S O L U T I O N S Copyright © 2011 All Rights Reserved

2. Bryant Nielson, CEO & Managing Director http://www.linkedin.com/in/bryantnielson http://www.facebook/capitalwave http://twitter.com/capitalwavehttp://twitter.com/LeadershipFX Bryant Nielson CEO & Managing Directorbryant.nielson@capitalwave.com http://www.CapitalWave.comhttp://www.FinancialTrainingSolutions.com http://www.yourtrainingedge.com bryant.nielson CapitalWave, Inc. Delivering Innovative Training Solutions

3. Considerations So what considerations should an Vendor think about for a client proposal?

5. Oral Presentation should position the company’s capabilities

8. Indicate the relative importance of those attributes

9. Understand VVA (Vendor Value Assessment)

10. Delivery Selection

11. Reliability

12. Price Reputation

13. Procedural Selection

14. Technical Service

15. Supplier Flexibility

16. Product Reliability

17. Political Selection

18. Price

19. Reputation

20. Product Reliability

21. Service Reliability

23. Better pricing

24. Better terms

25. Counter arguments

26. Show evidence on Total Cost of Ownership

27. Live-cycle Costs lower than competitors

28. Value that buyers receive

29. Superior offering over competitors92%

30. Discussion