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Ten Slides in Ten Minutes - Sex, Lies and Proposal Management

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A frivolous look at the relevance of the movie 'sex, lies and videotape' to proposal management

A frivolous look at the relevance of the movie 'sex, lies and videotape' to proposal management


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  • 1. SS Ten Slides in Ten Minutes: Sex, Lies and Proposal Management [Capturing the Hearts and Minds of Prospects & Clients] Presented by: Bill Graham APM.APMP bill.graham@sales-synthesis.co.za December, 2013 1
  • 2. Thanks to the Movie: Sex, Lies and Videotape – 18 Wins & 15 Nominations One must consider whether this was a monumental success or not… Well, movies have multiple reviews, assessments and awards… …BUT proposals have but ONE ! Win or Lose …thanks also to one of my favourite actors – James Spader Side Note: Sex, Lies, and Videotape is a 1989 American independent drama film that brought director Steven Soderbergh to prominence. It tells the story of a man who films women discussing their sexuality and his impact on the relationships of a troubled married couple and the wife's younger sister. 2
  • 3. The Importance of the Movie: Sex, Lies and Videotape Sex, Lies and Videotape is important in film history for raising the profile of independent film. In his book Down and Dirty Pictures, Peter Biskind explains that the unprecedented international success of this low-budget film was instrumental in the beginning of the 1990s independent film boom. The film is also important for launching the career of Steven Soderbergh, who became a recognized director of both mainstream and art-house films and for launching or boosting the careers of many actors. Prior to this picture, leading lady Andie MacDowell was principally known as a fashion model whose entire performance in Greystoke: The Legend of Tarzan, Lord of the Apes had been dubbed over by Glenn Close. The film was also significant in that it featured James Spader playing the sympathetic protagonist, as in many of his past films he was best known for playing the role of the villain or the snobby preppie (in particular, Pretty in Pink and Less Than Zero). The film is also notable for being the breakout film for the decade-old Miramax independent film studio. With this film, and My Left Foot (released later in 1989), Miramax became the studio most closely associated with quality independent filmmaking. By the mid-1990s, Miramax had expanded to distribute the films of many notable independent-minded filmmakers like Quentin Tarantino, Kevin Smith, and Woody Allen. 3 Source: Wikipedia
  • 4. The Relevance to Proposal Management independent film: There is no need to utilise permanent employees as it sometimes makes more sense to use contractors… it’s also potentially more economical, as you bring in the services/ skills as, and when, needed. Also, get a fresher view of the capture strategy to adopt important for launching the career of Steven Soderbergh: Be able to identify the skilled Proposal/Bid Manager – not just a project manager, that merely produces ‘boring response content’ launching or boosting the careers of many actors: Be able to identify the skilled proposal team resources… as you will wish to use them again… and again… James Spader… he was best known for playing the role of the villain: Be careful not to typecast your bid team members. They will only perform the role they are allowed to… be open and allow innovation and creativity breakout film for the decade-old Miramax independent film studio: And your organisation could be the latest / emerging company in the business, for which you’re submitting By the mid-1990s, Miramax had expanded to distribute the films of many notable independent-minded filmmakers like Quentin Tarantino, Kevin Smith, and Woody Allen : And success could be waiting in the wings for you and your organisation… 4
  • 5. The Relevance to Proposal Management - Synthesising Client resonating submission Skilled Bid/Proposal Manager Lessons Learned Proposal Win All inhibitors addressed Production team/s Skilled Bid Team The Goal: Award Winning Production Niche Branded entity Subject Matter Experts/Masters Virtual ‘free-thinking’ Bid Team Fresh capture plan Making the competitors’ irrelevant Marketplace charisma Independent thinking ‘Director’ Creating an ‘employer of choice’ Open-Minded Organisation Open door mentality/culture The ‘Google’ culture 5
  • 6. The Opinion Paradox The larger a Bid Team, the lower the resultant productivity The crest of sensibility Productivity Opinions and Positional Power do not a robust Bid Team make ‘Technical’ Involvement The trajectory of hopelessness Number of Resources on the Bid Team NB: More than the applicable number of players in any team [including Production Teams] is detrimental to Success !!! Source: www.sales-synthesis.co.za 6
  • 7. The Production Team (in red) should be allocated iro Value to be Derived Bid Team Resource/s Global Role Continental Role Country Role BM – Bid Manager [Proposal Manager] X X X CAM – Client Account Manager X X X CCO – Chief Commercial Officer X X CDM – Commercial Development Manager X CM – Commercial Manager GAM – Global Account Manager X X LGL – Legal [incl. regulatory] X NAM – National Account Manager X PDA – Principal Lead Architect X PL – Pursuit Lead X PR – Partner Relationships X X RAM – Regional Account Manager X SA – Solution Architect/s X X SC – Solution Consultant X X SLAM – SLA Management X SM – Sales Management X SMT – Service Management X Note: A CAM may play the role of GAM, RAM or NAM – or a combination thereof 7
  • 8. Some ‘Traditional’ Bid Team members are potentially supernumerary Bid Team Resource/s CCO – Chief Commercial Officer CDM – Commercial Development Manager GAM – Global Account Manager NAM – National Account Manager PL – Pursuit Lead RAM – Regional Account Manager SC – Solution Consultant Commentary Depends on Governance Supernumerary [If only a global focus] Depends on Governance / Potentially Supernumerary Role can be undertaken by the CAM Supernumerary (basically Account Management) Role can be undertaken by the CAM Role can be undertaken by the Principal Lead Architects Note: In reality, local knowledge and expertise is the major pre-requisite The larger a Bid Team, the lower the resultant productivity. Do not be confused with fancy sounding roles – their value , as part of the bid team, is the determining factor. Source: www.sales-synthesis.co.za 8
  • 9. Account Management assists in the Determination of Solutions Relevant solutions must be mutually agreed between the Service Provider & the Client The Account Management Team are the Scriptwriters of this Production Market Management Prompts: • Global trends • Industry knowledge • Unfolding opportunities • Emerging risks Account Managers should be “Thought Leaders” in specific industries Source: www.sales-synthesis.co.za Client Abundance of Solutions Relationship Building Prompts: • Pedigree/s • Preferences • Requirement/s for advancement • Resource alignment • Communication plan/s Account Managers need to be articulate & be the Single Point of Contact [SPOC] Selection of Solutions Opportunity Scouting Mutually Agreed Solutions Prompts: • Wants vs. needs • Resourcing requirements • Solutions vs. Risks • Ability to deliver • Competition Account Managers need to understand the clients’ needs and deliver against this need 9
  • 10. Closing The Account Management Team are the Scriptwriters of this Production Movies have multiple reviews, assessments and awards… …BUT proposals have but ONE ! Win or Lose How does your proposals stand up against others? “In 2006, Sex, Lies, and Videotape was selected and preserved by the United States National Film Registry as being deemed "culturally, historically or aesthetically significant." 10