Winning New Business Download the full document at: www.gazhoo.com

Though individual situations differ, our most successful selling partners revealed five key elements of winning proposals. We will provide you with the tools to immediately develop proposals using the Winning New Business approach. The objective of this module is to provide a deeper understanding of how to win new business. - - Platform for Success Download the full document at: www.gazhoo.com

Though individual situations differ, our most successful selling partners revealed five key elements of winning proposals.

We will provide you with the tools to immediately develop proposals using the Winning New Business approach.

Identify internal best practices The goal of Winning New Business is to increase Strategy’s win rate by identifying best practices from clients, partners, and proposals. - - Methods Understand client buyer values Dissect superior proposals Data Sources 10 Recent client interviews Long term XYZ loyalists New clients and former clients CEOs, Presidents, Division Heads, Functional Heads 9 Proposal reviews Including Marconi Communications, Frito-Lay Europe, Sophus-Berendsen, Compaq Computer, BT/AT&T, Marriott, Ocean Spray, Block Drug 4,200+ GBD opportunities from 9/1/98 through 1/31/99 600+ opportunities led by a Strategy partner 31 Strategy partner interviews 20% of the firm’s Strategy partnership Primarily those with many Alpha + and Beta wins Download the full document at: www.gazhoo.com Objective Increase win rate of Strategy new business opportunities

Identify internal best practices

Understand client buyer values

Dissect superior proposals

10 Recent client interviews

Long term XYZ loyalists

New clients and former clients

CEOs, Presidents, Division Heads, Functional Heads

9 Proposal reviews

Including Marconi Communications, Frito-Lay Europe, Sophus-Berendsen, Compaq Computer, BT/AT&T, Marriott, Ocean Spray, Block Drug

4,200+ GBD opportunities from 9/1/98 through 1/31/99

600+ opportunities led by a Strategy partner

31 Strategy partner interviews

20% of the firm’s Strategy partnership

Primarily those with many Alpha + and Beta wins

While all opportunities are different, nearly every partner and client interviewed emphasized five key elements that influence our chance of success - when consistently applied. - - Five Elements of Winning New Business Interaction Relationship Professional trust and empathy Measurable strength of relationship How clients feel about XYZ and what we know about the client Message XYZ’s response on how to address the issue Issue Scope and context of what should be addressed Making issues and setting direction Interaction Quantity and quality of contacts between Client and XYZ as proposal is being developed Client access and company knowledge Team Those who prepare the proposals and meet with the clients Collaboration, leadership, “on the ground capability” Interaction enables the understanding of issues . XYZ should quickly assemble a team which is most capable of responding to the issues . The team should develop the appropriate messages while in parallel building the right relationships . Five Key Elements Download the full document at: www.gazhoo.com Issue Message Team Relationship Interaction

Relationship

Professional trust and empathy

Measurable strength of relationship

How clients feel about XYZ and what we know about the client

Message

XYZ’s response on how to address the issue

Issue

Scope and context of what should be addressed

Making issues and setting direction

Interaction

Quantity and quality of contacts between Client and XYZ as proposal is being developed

Client access and company knowledge

Team

Those who prepare the proposals and meet with the clients

Collaboration, leadership, “on the ground capability”

The focused pursuit of recurring relationships benefits both the client and XYZ because it enables us to understand client issues better, strengthen the five key success elements and to ultimately add more value. - - Keep client’s needs in the forefront Build peripheral vision of client issues while executing current engagement Reduce proposal efforts through better understanding of client issues ( smaller images ) Strengthen the five elements ( darker images ) These factors all lead to more value added to the client ( upward sloping images ) One additional win for every three Strategy partners (53 additional wins per year) leads to: 3% increase in Strategy chargeability  3% increase in partner unit value Client Value Time Sense and Seed Five Elements of Winning New Business Download the full document at: www.gazhoo.com

Keep client’s needs in the forefront

Build peripheral vision of client issues while executing current engagement

Reduce proposal efforts through better understanding of client issues ( smaller images )

Strengthen the five elements ( darker images )

These factors all lead to more value added to the client ( upward sloping images )

One additional win for every three Strategy partners (53 additional wins per year) leads to:

3% increase in Strategy chargeability  3% increase in partner unit value

Interaction is the means to pursue discovery, collaborative problem solving and to demonstrate commitment to the client. - - Embark on Discovery Process Critical Elements Why we should do this Make Problem Solving Collaborative Demonstrate Disproportionate Commitment vs. Expectations Understand buyer values and demonstrate empathy for the client’s situation Develop buy-in for XYZ’s capabilities, expertise, and client chemistry Show XYZ’s commitment and thereby gain client’s trust Interaction Consider Abandoning Bids where Client Interaction is Restricted Invest XYZ resources wisely Five Elements of Winning New Business Download the full document at: www.gazhoo.com Issue Message Team Relationship Interaction

Embark on Discovery Process

Make Problem Solving Collaborative

Demonstrate Disproportionate Commitment vs. Expectations

Understand buyer values and demonstrate empathy for the client’s situation

Develop buy-in for XYZ’s capabilities, expertise, and client chemistry

Show XYZ’s commitment and thereby gain client’s trust

Consider Abandoning Bids where Client Interaction is Restricted

Invest XYZ resources wisely