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Proposals  considerations and presenting
Proposals  considerations and presenting
Proposals  considerations and presenting
Proposals  considerations and presenting
Proposals  considerations and presenting
Proposals  considerations and presenting
Proposals  considerations and presenting
Proposals  considerations and presenting
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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.

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

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  • 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?
  • 4. Proposal Solicitation
    ORAL PRESENTATIONS
    • Oral presentations should inspire confidence
    • 5. Oral Presentation should position the company’s capabilities
    • 6. Oral Presentation should identify unique resources
  • Proposal Solicitation
    WRITTEN PRESENTATIONS
    • Detailed Written Proposals
    • 7. Proposals should be Marketing Documents that describe Value and Benefits
  • Supplier Selection
    Supplier Selection Process
    • Specify desired supplier attributes
    • 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
    • 22. Supplier Flexibility
  • Supplier Process
    Supplier Selection Process
    • Attempt to negotiate with Preferred Suppliers 1998 Purchasing Magazine Survey
    • 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 competitors
    92%
  • 30. Discussion

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