Proposals are a pain in the




* No asses were harmed during this presentation
Proposals are a pain in the




* No asses were harmed during this presentation
Proposals are a pain in the


                  X
* No asses were harmed during this presentation
Is this your proposal?
Is this your proposal?
It will be if you don’t know
 how to qualify a proposal
What most small biz owners
     don’t realize is...
Proposals are setup
  so YOU LOSE.
The Truth
 Proposals are used to:
a) Cover the Companies
         legal
The Truth
 Proposals are used to:
a) Cover the Companies
         legal
The Truth
 Proposals are used to:
a) Cover the Companies
         legal



        X
The Truth
 Proposals are used to:
b) I.D. the lowest price
The Truth
   Proposals are used to:
b) turn you into an un-paid
        consultant
The Truth
   Proposals are used to:
b) turn you into an un-paid
        consultant
You Lose If You...
You Lose If You...
•Don’t know the decision-makers
You Lose If You...
•Don’t know the decision-makers
•Don’t know how the ultimate
 decision will be made
You Lose If You...
•Don’t know the decision-makers
•Don’t know how the ultimate
 decision will be made
•When decision will...
You Lose If You...
•Don’t know the decision-makers
•Don’t know how the ultimate
 decision will be made
•When decision will...
You will
Do EXACTLY what I say
and you can eliminate the
 proposals you were not
  going to win anyway...
Remember...
You Lose If You...
You Lose If You...
•Don’t know the decision-makers
You Lose If You...
•Don’t know the decision-makers
•Don’t know how the ultimate
 decision will be made
You Lose If You...
•Don’t know the decision-makers
•Don’t know how the ultimate
 decision will be made
•When decision will...
You Lose If You...
•Don’t know the decision-makers
•Don’t know how the ultimate
 decision will be made
•When decision will...
Receive Copy
 of Proposal   Ask:
Receive Copy
 of Proposal   Ask:
1. Who will make decision?

2. Ultimately, based on all possible
criteria, how will decis...
And a “seemingly”
gutsy tactic that we
    use w/great
     success...
“Are you open to us giving
you a 25m recommended
     course of action
 presentation before we
 submit a proposal bid?”
Don’t be a Chicken
“Are you open to us giving
you a 25m recommended
     course of action
 presentation before we
 submit a proposal bid?”
Then You Take RFP...
We would...
We recommend...
Then Present your




                      Off
* Per request, we protected identity of our model
Then Present your




                      Off
* Per request, we protected identity of our model
By doing so, YOU will...
By doing so, YOU will...

• Receive more consulting contracts
By doing so, YOU will...

• Receive more consulting contracts
• Avoid or reduce completing long
 RFP proposals
By doing so, YOU will...

• Receive more consulting contracts
• Avoid or reduce completing long
 RFP proposals
• Position ...
Simple Pre-Proposal Strategy
Simple Pre-Proposal Strategy
Simple Pre-Proposal Strategy
Simple Pre-Proposal Strategy
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Simple Pre-Proposal Strategy

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Simple Pre-Proposal Strategy

  1. 1. Are you a small business owner?
  2. 2. Do you have to complete proposals to earn new business? (RFP) Request for Proposal
  3. 3. NO YES Quit Now Continue
  4. 4. Proposals are a pain in the * No asses were harmed during this presentation
  5. 5. Proposals are a pain in the * No asses were harmed during this presentation
  6. 6. Proposals are a pain in the X * No asses were harmed during this presentation
  7. 7. Is this your proposal?
  8. 8. Is this your proposal?
  9. 9. It will be if you don’t know how to qualify a proposal
  10. 10. What most small biz owners don’t realize is...
  11. 11. Proposals are setup so YOU LOSE.
  12. 12. The Truth Proposals are used to: a) Cover the Companies legal
  13. 13. The Truth Proposals are used to: a) Cover the Companies legal
  14. 14. The Truth Proposals are used to: a) Cover the Companies legal X
  15. 15. The Truth Proposals are used to: b) I.D. the lowest price
  16. 16. The Truth Proposals are used to: b) turn you into an un-paid consultant
  17. 17. The Truth Proposals are used to: b) turn you into an un-paid consultant
  18. 18. You Lose If You...
  19. 19. You Lose If You... •Don’t know the decision-makers
  20. 20. You Lose If You... •Don’t know the decision-makers •Don’t know how the ultimate decision will be made
  21. 21. You Lose If You... •Don’t know the decision-makers •Don’t know how the ultimate decision will be made •When decision will be made
  22. 22. You Lose If You... •Don’t know the decision-makers •Don’t know how the ultimate decision will be made •When decision will be made •Submit the same RFP format as everyone else
  23. 23. You will
  24. 24. Do EXACTLY what I say and you can eliminate the proposals you were not going to win anyway...
  25. 25. Remember...
  26. 26. You Lose If You...
  27. 27. You Lose If You... •Don’t know the decision-makers
  28. 28. You Lose If You... •Don’t know the decision-makers •Don’t know how the ultimate decision will be made
  29. 29. You Lose If You... •Don’t know the decision-makers •Don’t know how the ultimate decision will be made •When decision will be made
  30. 30. You Lose If You... •Don’t know the decision-makers •Don’t know how the ultimate decision will be made •When decision will be made •Submit the same RFP format as everyone else
  31. 31. Receive Copy of Proposal Ask:
  32. 32. Receive Copy of Proposal Ask: 1. Who will make decision? 2. Ultimately, based on all possible criteria, how will decision be made? 3. When will the final decision be made?
  33. 33. And a “seemingly” gutsy tactic that we use w/great success...
  34. 34. “Are you open to us giving you a 25m recommended course of action presentation before we submit a proposal bid?”
  35. 35. Don’t be a Chicken
  36. 36. “Are you open to us giving you a 25m recommended course of action presentation before we submit a proposal bid?”
  37. 37. Then You Take RFP...
  38. 38. We would... We recommend...
  39. 39. Then Present your Off * Per request, we protected identity of our model
  40. 40. Then Present your Off * Per request, we protected identity of our model
  41. 41. By doing so, YOU will...
  42. 42. By doing so, YOU will... • Receive more consulting contracts
  43. 43. By doing so, YOU will... • Receive more consulting contracts • Avoid or reduce completing long RFP proposals
  44. 44. By doing so, YOU will... • Receive more consulting contracts • Avoid or reduce completing long RFP proposals • Position as unique against competition

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