The aim of any proposal is to sell. To do this successfully means clearly describing to the customer what you bring to them that your competitors do not. However, this is not that easy. Not only can it be difficult to find our main sales message, but deciding how to communicate it in the most interesting way can be a challenge. What’s more, the time-consuming process of writing a proposal can leave us feeling drained, uninspired and uncreative. Since 1997, we have been developing a proposal process that makes writing proposals faster, clearer, more persuasive and more cost-efficient. What’s more, because the process is systematic you can save production time and money by reusing the information and documentation previously produced.
Training in Key Proposing Skills shows you tools, techniques, and strategies to produce quality proposals in less time with better results – results that can dramatically increase your win rate. Customers who have applied this methodology have seen successful results.
» Example Agenda
WHAT ISSUES DOES THIS TRAINING ADDRESS
- How can I put in place a clear and practical process for producing proposals?
- How can I win more business by communicating my value more clearly?
- How can I differentiate myself from the competition to gain more customers?
- How can I simplify and sharpen my messaging?
- How can I make my proposals more attractive, communicative and winning?
WHAT ARE THE OUTPUTS OF THE TRAINING?
By the end of the training, you will:
- Be able to apply a systematic approach to proposals
- Know how to design memorable and persuasive proposal documentation
- Know how to design a proposal that communicates to the customer why they should choose your offer
- Know how to analyse if your product/idea is differentiated from the alternatives
- Know how to clearly distinguish between the features of our solution and their benefits
- Know how to structure a written message that is clear, concise and convincing
- Know the criteria to evaluate the quality of a proposal from the customer’s perspective
DESIGNED ACCORDING TO YOUR NEEDS AND GOALS
Together with you, we look at your needs and goals. Based on this, we suggest the most efficient way to deliver this training. It can be, for example, intensive workshops, on-going individual coaching, consultation or project work. When possible, we focus this reality-based training event on one of your real client proposals or an actual customer situation you are facing. This means that when you leave the workshop, you leave with work done and the basis of a proposal in your hands.
Because we see the world as our workplace, we can deliver training at the location that best suits you. Training can be delivered in English or Swedish
WHAT HAVE PREVIOUS PARTICIPANTS SAID ABOUT THE TRAINING?
Highly skilled trainers who know how to keep the participants attention and interest on top to the very end. It was both enjoyable and educational.
Participant, Ericsson Russia, 2005
This is probably the best training I have ever been on. It sets the company and me on a direct road to winning more business. Participant, Ericsson Sweden 2005
AN EXAMPLE AGENDA – 2 DAY WORKSHOP |
| DAY 1 |
Workshop introduction and overview
Presentation from company project sponsor
Business development and challenges of proposing
Learning objective – to understand a model of business development in order to understand where our strengths and weaknesses lie
Model of differentiation
Learning objective – to understand how we locate differentiators and how we can influence the customer’s perceptions so that our proposals are compelling and differentiated
The proposal process time line
Learning objective – to understand what actions need to happen at what stage of the proposal production process in order to be maximally efficient
Preparing the proposal
- Customer Key Issues
- Competitive Alternatives
- Customer Decision Criteria
- Differentiators
- Communication Strategy – emphasising, minimising, neutralising and ghosting
Learning objective – to understand and practise how to use the Key Issue Document (KID) on a real case so that we can continue use the methodology after the workshop is over
Introduction to the Value Message Generator (VMG)
- Customer Business Goals
- Customer Issues
- Features
- Benefits
- Evidence
Learning objective – to understand and practise how to complete a Value Message Generator so that we are able to use the methodology after the workshop is over
The Executive Summary
Learning objective – to understand what an Executive Summary is, how we write one and how it is our main tool for selling to our customer’s decision-makers
Brief evaluation of day and evening assignment
Learning objective – to consolidate the learnings from the content covered during the day
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| DAY 2 |
Review of Day 1
Learning objective – to clarify questions and ensure correct implementation of the methodology
Planning the proposal
Learning objective – to learn and understand how to effectively plan and organise our proposal process so that we can carry it out after the workshop is over
Writing the proposal
Learning objective – to learn and understand how to effectively write the proposal documentation so that it is consistent, convincing and clear
Reviewing and submitting the proposal
Learning objective – to understand how to effectively review our proposal documentation from the customer’s perspective in order to improve quality
After submitting the proposal
Learning objective – to know how to follow-up and analyse the success of a proposal that we have submitted
Support channels for further development and coaching process
Learning objective – to know how to continue further in our own development of our proposals and how we receive feedback and support to promote quality
Setting goals for futher development
Learning objective – to clearly identify personal goals and to plan realistic steps for future development
HOW CAN WE HELP YOU? CONTACT US!
Contact us on: 08-31 55 16or
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