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Balancing Quality with Output: Increasing Proposal Productivity (Iron Mountain)
Balancing Quality with Output: Increasing Proposal Productivity (Iron Mountain)
Balancing Quality with Output: Increasing Proposal Productivity (Iron Mountain)
Balancing Quality with Output: Increasing Proposal Productivity (Iron Mountain)
Balancing Quality with Output: Increasing Proposal Productivity (Iron Mountain)
Balancing Quality with Output: Increasing Proposal Productivity (Iron Mountain)
Balancing Quality with Output: Increasing Proposal Productivity (Iron Mountain)
Balancing Quality with Output: Increasing Proposal Productivity (Iron Mountain)
Balancing Quality with Output: Increasing Proposal Productivity (Iron Mountain)
Balancing Quality with Output: Increasing Proposal Productivity (Iron Mountain)
Balancing Quality with Output: Increasing Proposal Productivity (Iron Mountain)
Balancing Quality with Output: Increasing Proposal Productivity (Iron Mountain)
Balancing Quality with Output: Increasing Proposal Productivity (Iron Mountain)
Balancing Quality with Output: Increasing Proposal Productivity (Iron Mountain)
Balancing Quality with Output: Increasing Proposal Productivity (Iron Mountain)
Balancing Quality with Output: Increasing Proposal Productivity (Iron Mountain)
Balancing Quality with Output: Increasing Proposal Productivity (Iron Mountain)
Balancing Quality with Output: Increasing Proposal Productivity (Iron Mountain)
Balancing Quality with Output: Increasing Proposal Productivity (Iron Mountain)
Balancing Quality with Output: Increasing Proposal Productivity (Iron Mountain)
Balancing Quality with Output: Increasing Proposal Productivity (Iron Mountain)
Balancing Quality with Output: Increasing Proposal Productivity (Iron Mountain)
Balancing Quality with Output: Increasing Proposal Productivity (Iron Mountain)
Balancing Quality with Output: Increasing Proposal Productivity (Iron Mountain)
Balancing Quality with Output: Increasing Proposal Productivity (Iron Mountain)
Balancing Quality with Output: Increasing Proposal Productivity (Iron Mountain)
Balancing Quality with Output: Increasing Proposal Productivity (Iron Mountain)
Balancing Quality with Output: Increasing Proposal Productivity (Iron Mountain)
Balancing Quality with Output: Increasing Proposal Productivity (Iron Mountain)
Balancing Quality with Output: Increasing Proposal Productivity (Iron Mountain)
Balancing Quality with Output: Increasing Proposal Productivity (Iron Mountain)
Balancing Quality with Output: Increasing Proposal Productivity (Iron Mountain)
Balancing Quality with Output: Increasing Proposal Productivity (Iron Mountain)
Balancing Quality with Output: Increasing Proposal Productivity (Iron Mountain)
Balancing Quality with Output: Increasing Proposal Productivity (Iron Mountain)
Balancing Quality with Output: Increasing Proposal Productivity (Iron Mountain)
Balancing Quality with Output: Increasing Proposal Productivity (Iron Mountain)
Balancing Quality with Output: Increasing Proposal Productivity (Iron Mountain)
Balancing Quality with Output: Increasing Proposal Productivity (Iron Mountain)
Balancing Quality with Output: Increasing Proposal Productivity (Iron Mountain)
Balancing Quality with Output: Increasing Proposal Productivity (Iron Mountain)
Balancing Quality with Output: Increasing Proposal Productivity (Iron Mountain)
Balancing Quality with Output: Increasing Proposal Productivity (Iron Mountain)
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Balancing Quality with Output: Increasing Proposal Productivity (Iron Mountain)

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Learn how Iron Mountain sales reps create and manage hundreds of proactive (typo-free) proposals each week. The presentation, introduced by BJ Lownie, RFP and proposal industry-expert, also shares his …

Learn how Iron Mountain sales reps create and manage hundreds of proactive (typo-free) proposals each week. The presentation, introduced by BJ Lownie, RFP and proposal industry-expert, also shares his vision of the perfect solution to support the proposals industry.

Published in: Sales, Technology, Business
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Transcript

  • 1. Balancing Quality with Output: Increasing Proposal Productivity
  • 2. BJ Lownie,ManagingDirector Elise Gilbert Director, SalesSupportServices Gary Mancini Sr.Director, SalesTechnologyandSupportServices
  • 3. Proposal Applications What is required to develop high-quality/ high scoring proposals that win business?
  • 4. Proposal Development • Information (customer, competition, your offer) • Skills and knowledge • Processes • Time And ideally… High quality, pre-written, approved content Developing high-quality/high scoring responses that result in winning business requires:
  • 5. Proposal Applications If your pre-written proposal content was food… …would you eat it?
  • 6. Proposal Applications • What is it? • What does it taste/smell like? • Who made it? • How old is it? • What happened to the last person that ate it? Questions you might ask about food before eating it:
  • 7. Proposal Applications Is your pre-written proposal content suitable for a high-quality/high-scoring response?
  • 8. Proposal Applications • Who wrote it? (Was this an appropriate/approved author?) • What does it say? • How old is it? • Is it well written (Is it easy to read, review, score?) • What was the result the last time this was used? Questions you might ask about the content:
  • 9. Proposal Applications Proposal Development and Cooking – An Analogy
  • 10. Proposal Applications • Highest quality, freshest ingredients (source known) • Minimize time preparing ingredients while cooking – As much as possible, ingredients prepared before hand, ready to use, easy to access • Maximize time for actual dish preparation – Cooking, seasoning, simmering, presentation Cooking – An Analogy
  • 11. Proposal Applications What are the attributes of the ideal proposal development automation application?
  • 12. Proposal Applications • Supports development of proactive proposals and responses to RFPs • Contains high-quality, pre-written, proposal ready, approved content (of varying lengths) • Quick and easy content access and retrieval • Easy to manage and maintain content and the application • Provides guides and tools for proposal processes The Ideal Application:
  • 13. Elise Gilbert Director, SalesSupportServices Gary Mancini Sr.Director, SalesTechnology andSupportServices
  • 14. Output and Productivity • Alignment and collaboration of teams • Messaging standards and framework • An evolving process • Customer experience • User experience People, Process, Technology and Content
  • 15. Trucks and Boxes
  • 16. Alignment and Collaboration
  • 17. Messaging and Content Core Messaging Document We sell good stuff. Okay, We’ll buy it. Trends Insights Target Market Critical Business Issues
  • 18. Process and Standards
  • 19. Process and Standards Iterate until Approved Create Proposal Structure Standard Design & Build Product Proposal Apply Core Messaging Content Review Assembled Output Document User Acceptance Testing Release to Field Sales Enablement Product Marketing Product Management Sales Reps
  • 20. Process and Standards Iterate until Approved Create Proposal Structure Standard Design & Build Product Proposal Apply Core Messaging Content Review Assembled Output Document User Acceptance Testing Release to Field
  • 21. Nuns and Roses
  • 22. Nuns and GumNuns and Grammar
  • 23. Grammar and Customers
  • 24. Reps and Customers Our Goals • Customer finds our proposals to be engaging, informative and different • Customer isn’t distracted by anything that doesn’t add value • Rep sells what we can deliver • Rep delivers brand-compliant messaging
  • 25. Design and Reps • Good user interface doesn’t require training • Use in-place help, guidance, choices • Hide complexity • Too much to read = difficult to use • Right-size user interface via expand/contract Key Concepts
  • 26. SAVO and Proposals
  • 27. What does Success look like?
  • 28. Thank you Formoreinformation SAVO Web Site: www.savogroup.com Sales First Nation: www.savogroup.com/sales-first-nation/ SAVO Products: www.savogroup.com/products/ SAVO Phone: 312-276-7700

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