Proposals considerations and presenting

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

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Proposals considerations and presenting

  1. 1. Proposals: Considerations and Presenting<br />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 <br />Copyright © 2011 All Rights Reserved <br />
  2. 2. Bryant Nielson, CEO & Managing Director<br />http://www.linkedin.com/in/bryantnielson<br />http://www.facebook/capitalwave<br />http://twitter.com/capitalwavehttp://twitter.com/LeadershipFX<br />Bryant Nielson CEO & Managing Directorbryant.nielson@capitalwave.com<br />http://www.CapitalWave.comhttp://www.FinancialTrainingSolutions.com<br />http://www.yourtrainingedge.com<br />bryant.nielson<br />CapitalWave, Inc.<br />Delivering Innovative Training Solutions<br />
  3. 3. Considerations<br />So what considerations should an Vendor think about for a client proposal?<br />
  4. 4. Proposal Solicitation<br />ORAL PRESENTATIONS<br /><ul><li>Oral presentations should inspire confidence
  5. 5. Oral Presentation should position the company’s capabilities
  6. 6. Oral Presentation should identify unique resources</li></li></ul><li>Proposal Solicitation<br />WRITTEN PRESENTATIONS<br /><ul><li>Detailed Written Proposals
  7. 7. Proposals should be Marketing Documents that describe Value and Benefits</li></li></ul><li>Supplier Selection<br />Supplier Selection Process<br /><ul><li>Specify desired supplier attributes
  8. 8. Indicate the relative importance of those attributes
  9. 9. Understand VVA (Vendor Value Assessment)
  10. 10. Delivery Selection
  11. 11. Reliability
  12. 12. Price Reputation
  13. 13. Procedural Selection
  14. 14. Technical Service
  15. 15. Supplier Flexibility
  16. 16. Product Reliability
  17. 17. Political Selection
  18. 18. Price
  19. 19. Reputation
  20. 20. Product Reliability
  21. 21. Service Reliability
  22. 22. Supplier Flexibility</li></li></ul><li>Supplier Process<br />Supplier Selection Process<br /><ul><li>Attempt to negotiate with Preferred Suppliers 1998 Purchasing Magazine Survey
  23. 23. Better pricing
  24. 24. Better terms
  25. 25. Counter arguments
  26. 26. Show evidence on Total Cost of Ownership
  27. 27. Live-cycle Costs lower than competitors
  28. 28. Value that buyers receive
  29. 29. Superior offering over competitors</li></ul>92%<br />
  30. 30. Discussion<br />

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