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Ten Slides in Ten Minutes - The Beatles' Contribution to Winning Proposals
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Ten Slides in Ten Minutes - The Beatles' Contribution to Winning Proposals

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A casual and frivolous look at some of The Beatles songs and how we can related them to winning proposals... in terms of opening the thought processes to different stimuli....

A casual and frivolous look at some of The Beatles songs and how we can related them to winning proposals... in terms of opening the thought processes to different stimuli....

Published in: Business, Technology
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  • 1. SS Ten Slides in Ten Minutes: The Beatles’ Contribution to Winning Proposals [Capturing the Hearts and Minds of Prospects & Clients] Presented by: Bill Graham APM.APMP bill.graham@sales-synthesis.co.za February, 2014
  • 2. The Client Engagement Process & a Few Points to Ponder Identify Qualify • Industry Knowledge • Understanding of Client’s Business Strategy • Good relationship with Key Decision-makers Submit Craft Proposal • Solid Win Strategy • Bid Centre Support • Organisational Teamwork • Relevant Solution • Selling on Value and not Price Robust Capture Plan • Professional package • Word Perfect • On-Time Submission Relevant Solution Delivery Client Adjudication • Resonating Win Themes • Solution supporting Client’s Business Imperatives • Building Track Record • Execution Investment • Robust Service Delivery Resonating Submission Professional Proposal / Bid Management Process Utilise favourite song triggers to get some original thought juices flowing 2 2
  • 3. Nowhere Man Identify • Nowhere Man Unnoticed in the client base Client does not perceive any value-add from the organisation or representative "Nowhere Man" [1965] is from the album Rubber Soul 3
  • 4. We Can Work it Out Qualify • We can Work it Out Poor Planning Timewasting interventions required "We Can Work It Out" [1965] - recorded as Double-Single 4
  • 5. A Hard Day’s Night Craft Proposal • A Hard Day’s Night • Paperback Writer Under Resourced “A Hard Day's Night” [1964] - from a Movie /Album of the same name 5 Stressed out having to work unnecessary hours
  • 6. Paperback Writer Craft Proposal • A Hard Day’s Night • Paperback Writer Poorly Written Content “Paperback Writer" [1966] - recorded as a single 6 Client does not perceive any relevance
  • 7. Let it Be Submit Unprofessional Proposal / Bid Management Acceptance of Mediocrity with no challenges • Let it Be “Let It Be” [1970] – single from Album of the same name 7
  • 8. Can’t Buy Me Love Client Adjudication Irrelevant Content No Client Engagement to ensure relevancy • Can’t Buy Me Love "Can't Buy Me Love [1964]” - released as a single 8
  • 9. Ticket to Ride Delivery Less than Professional Effort Not Considered for Short-List “Ticket to Ride" [1965] - from the album “Help!” 9 • Ticket to Ride
  • 10. The Hits: Aligned Across the Client Engagement Process Identify • Nowhere Man Ensure you add value Craft Proposal Qualify • We can Work it Out ‘Time’ is precious Submit • A Hard Day’s Night • Paperback Writer • Let it Be Keep the bid team relaxed & maintain content relevancy Keep challenging Client Adjudication • Can’t Buy Me Love Maintain solution relevancy Delivery • Ticket to Ride Quality, quality, quality Do not allow your Engagement to be a Tragical Mystery Tour 10 10

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