Winning Business Proposals Module 1


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Step-by-step methodology for building winning business proposals - based up Deiric McCann's bestselling book 'Winning Business Proposals' (

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Winning Business Proposals Module 1

  1. 1. Winning Business Proposals Module 1 | Getting Started
  2. 2. ” Business is never as healthy as when, like a chicken, it must do a certain amount of scratching for what it gets” Henry Ford
  3. 3. Topics Covered in this Module <ul><li>What is a proposal? </li></ul><ul><li>Common proposal writing mistakes </li></ul><ul><li>Proposals - the easiest way to win any business </li></ul><ul><li>The importance of a proposal methodology </li></ul><ul><li>The structure of this session </li></ul>Module 1 | Getting Started
  4. 4. What is a Proposal? <ul><li>An offer of marriage </li></ul><ul><li>A response to a Request for Proposal </li></ul><ul><li>A Quotation </li></ul><ul><li>A product brochure with a price list </li></ul><ul><li>An offer letter </li></ul><ul><li>A pain in the ass... </li></ul><ul><li>The easiest way to repeatedly win new business ?! </li></ul>Module 1 | Getting Started
  5. 5. “ A Proposal is a statement of your capabilities to meet a specific client requirement” A Proposal says “I have what you want” Module 1 | Getting Started
  6. 6. Who Uses Proposals to Buy? <ul><li>Historically </li></ul><ul><li>Larger commercial/public bodies </li></ul><ul><ul><li>Formal purchase process </li></ul></ul><ul><ul><li>Auditability </li></ul></ul><ul><ul><li>Large value acquisitions </li></ul></ul><ul><ul><li>Large, strategic decisions </li></ul></ul><ul><ul><li>Complex requirements </li></ul></ul><ul><li>Increasingly </li></ul><ul><li>Anyone with a budget </li></ul>Module 1 | Getting Started
  7. 7. Why are Proposals Used? <ul><li>By the Purchaser </li></ul><ul><li>More productservice options than ever before </li></ul><ul><li>Options increasingly closely matched </li></ul><ul><li>Trend towards solving problems, not buying product </li></ul><ul><li>Purchase decision justification </li></ul><ul><li>By average sellers </li></ul><ul><li>Because they Must (and only when they must) </li></ul>Module 1 | Getting Started
  8. 8. Typical Mistakes in Proposals <ul><li>Bidding for the wrong business </li></ul><ul><li>Forgetting to sell </li></ul><ul><li>Poor presentation of ideas and material </li></ul><ul><li>Problem? What problem? </li></ul><ul><li>Selling product, not solutions </li></ul><ul><li>No proposal strategy </li></ul><ul><li>Failure to “follow through” </li></ul><ul><li>Viewing losses as failures </li></ul>Module 1 | Getting Started
  9. 9. The Winning Proposal “ I fully understand what you are trying to do” “ I have a much better understanding than any of my competitors”. “ I have a much better solution to your problem than anyone else” A selling document which says: Module 1 | Getting Started
  10. 10. The Winning Proposal (cont) “ I can do a better job of delivering the required solution” “ I can deliver it at a more attractive cost than anyone else” “ Here’s why …” A selling document which also says: Module 1 | Getting Started
  11. 11. When To Submit A Winning Proposal <ul><li>When You’re Asked (RFPs etc..) </li></ul><ul><li>When the client requires a complex solution </li></ul><ul><li>When the competition is fierce </li></ul><ul><li>When it’s a new account </li></ul><ul><li>When it’s an established account </li></ul><ul><li>When you want to win the business </li></ul>...In other words, every time you chase a deal Module 1 | Getting Started
  12. 12. Why Every Time? <ul><li>Are excellent closing tools </li></ul><ul><li>Position you as a problem solving consultant </li></ul>Winning Proposals Module 1 | Getting Started <ul><li>Give you the right to ask for information, for access, for the business </li></ul><ul><li>Demonstrate interest and professional capability </li></ul><ul><li>Make winning purchasers </li></ul>
  13. 13. Why Aren’t There More Proposals? <ul><li>Proposals are costly to produce </li></ul><ul><li>“ Too much darned writing” </li></ul><ul><li>Fear of failure </li></ul><ul><li>“ Every deal rigged anyway...” </li></ul>Lots of good excuses for avoiding proposals Without a good methodology, proposals do take too much time and effort Module 1 | Getting Started
  14. 14. The rest of this program... <ul><li>Bidding for the Wrong Business </li></ul><ul><ul><li>To Bid or not to Bid? </li></ul></ul><ul><li>Problem? What Problem? </li></ul><ul><ul><li>Analysing Client Requirements </li></ul></ul><ul><li>Selling Product, not Solutions </li></ul><ul><ul><li>Building Client Solutions </li></ul></ul><ul><li>No Proposal Strategy </li></ul><ul><ul><li>Select a Proposal Strategy </li></ul></ul><ul><li>Poor Presentation of Ideas </li></ul><ul><ul><li>Winning Proposal Structure </li></ul></ul>Module 1 | Getting Started
  15. 15. “ The harder I work, the luckier I get” Samuel Goldwyn Module 1 | Getting Started
  16. 16. Are you an in-house trainer or a sales trainer / consultant? Want a full set of these slides to integrate into your own programs? These are available to all bulk purchases of the latest edition of ‘Winning Business Proposals’ who purchase 200 copies or more in hard copy or electronic formats. For pricing information or any other enquiries: please use the contact form on Would you like a full set of all 7 modules of this course in an editable PowerPoint format?