Winning Business Proposals Module 4

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

Published in: Business, Technology

Winning Business Proposals Module 4

  1. 1. Module 4 | The Cure Building a solution to meet your identified client requirements Winning Business Proposals
  2. 2. “ We have no problems, only opportunities” J.F. Kennedy Module 4 | Building a Solution to meet client requirements
  3. 3. What’s in this module? <ul><li>Solution Mapping </li></ul><ul><ul><li>a technique for producing a Winning solution from your Pain Map </li></ul></ul><ul><li>Producing an “Outline Solution Statement” </li></ul>Module 4 | Building a Solution to meet client requirements
  4. 4. “ Solution Mapping” A Cure! Build a “ mirror image” Solution map Give your Requirement Map coordinates Match Team Input to pains – Fill solution map Diagnosis to Cure in six steps Module 4 | Building a Solution to meet client requirements
  5. 5. “ Solution Mapping” A Cure! Build a “ mirror image” Solution map Give your Requirement Map coordinates Match Team Input to pains – Fill solution map Diagnosis to Cure in six steps Module 4 | Building a Solution to meet client requirements
  6. 6. “ Solution Mapping” A Cure! Build a “ mirror image” Solution map Give your Requirement Map coordinates Match Team Input to pains – Fill solution map Diagnosis to Cure in six steps Module 4 | Building a Solution to meet client requirements
  7. 7. 2. Assign Map Cells to the Team <ul><li>Make a note of the various Pains and their co-ordinates </li></ul><ul><li>Assign Pains according to team expertise </li></ul><ul><li>Memo team with agreed Pain assignments </li></ul><ul><li>Set a date & time for next team meeting - the “Solution Mapping” session </li></ul>Module 4 | Building a Solution to meet client requirements
  8. 8. “ Solution Mapping” A Cure! Build a “ mirror image” Solution map Give your Requirement Map coordinates Match Team Input to pains – Fill solution map Diagnosis to Cure in six steps Module 4 | Building a Solution to meet client requirements
  9. 9. “ Solution Mapping” A Cure! Build a “ mirror image” Solution map Give your Requirement Map coordinates Match Team Input to pains – Fill solution map Diagnosis to Cure in six steps Module 4 | Building a Solution to meet client requirements
  10. 10. “ Solution Mapping” A Cure! Build a “ mirror image” Solution map Give your Requirement Map coordinates Match Team Input to pains – Fill solution map Diagnosis to Cure in six steps Module 4 | Building a Solution to meet client requirements
  11. 11. “ Solution Mapping” A Cure! Build a “ mirror image” Solution map Give your Requirement Map coordinates Match Team Input to pains – Fill solution map Diagnosis to Cure in six steps Module 4 | Building a Solution to meet client requirements
  12. 12. 6. Create Outline Solution Statement <ul><li>An Outline Solution Statement: </li></ul><ul><li>Is the mirror-image cure for your Pain Map’s reqts </li></ul><ul><li>Provides basis for internal solution review </li></ul><ul><li>Provides basis for solution review with client </li></ul><ul><li>Is the “blueprint” for your Winning solution </li></ul><ul><li>Is the framework for the “Solution” section of your proposal </li></ul>...and it’s very easy to produce from your Solution Map Module 4 | Building a Solution to meet client requirements
  13. 13. Outline Solution Statement (1) <ul><li>The solution can be addressed under four main </li></ul><ul><li>headings: </li></ul><ul><li>Price-performance </li></ul><ul><li>Service-level Guarantee </li></ul><ul><li>Ahead-of-the-Art Technology </li></ul><ul><li>Excellent ROI </li></ul>Module 4 | Building a Solution to meet client requirements
  14. 14. Outline Solution Statement (2) <ul><li>Superior Price-Performance </li></ul><ul><li>Solution A1 </li></ul><ul><li>Solution B1 </li></ul><ul><li>Solution C1 </li></ul><ul><li>Solution D1 </li></ul>Present main points of the solution in order of the client’s priority Module 4 | Building a Solution to meet client requirements
  15. 15. “ Solution Mapping” A Cure! Build a “ mirror image” Solution map Give your Requirement Map coordinates Match Team Input to pains – Fill solution map Diagnosis to Cure in six steps Module 4 | Building a Solution to meet client requirements
  16. 16. Congratulations! You now have a solution which you can be confident fully addresses your client’s requirements Time to move on... Module 4 | Building a Solution to meet client requirements
  17. 17. “ Every problem has in it the seeds of it’s own solution. If you don’t have any problems, you don’t get any seeds” Norman Vincent Peale Module 4 | Building a Solution to meet client requirements
  18. 18. 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 www.deiricmccann.com Would you like a full set of all 7 modules of this course in an editable PowerPoint format?

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