SS
Ten Slides in Ten Minutes:
The Beatles’ Contribution to Winning Proposals
[Capturing the Hearts and Minds of Prospects ...
The Client Engagement Process & a Few Points to Ponder

Identify

Qualify

• Industry
Knowledge
• Understanding of
Client’...
Nowhere Man

Identify

• Nowhere
Man

Unnoticed in the
client base

Client does not perceive any value-add from
the organi...
We Can Work it Out

Qualify

• We can
Work it Out

Poor Planning

Timewasting
interventions required

"We Can Work It Out"...
A Hard Day’s Night

Craft Proposal

• A Hard Day’s Night
• Paperback Writer

Under Resourced

“A Hard Day's Night” [1964] ...
Paperback Writer

Craft Proposal

• A Hard Day’s Night
• Paperback Writer

Poorly Written
Content

“Paperback Writer" [196...
Let it Be

Submit

Unprofessional
Proposal / Bid
Management

Acceptance of
Mediocrity
with no
challenges

• Let it Be

“Le...
Can’t Buy Me Love

Client Adjudication

Irrelevant Content

No Client
Engagement to
ensure
relevancy

• Can’t Buy Me
Love
...
Ticket to Ride

Delivery

Less than
Professional Effort

Not Considered
for Short-List

“Ticket to Ride" [1965] - from the...
The Hits: Aligned Across the Client Engagement Process

Identify

• Nowhere
Man

Ensure you
add value

Craft Proposal

Qua...
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Ten Slides in Ten Minutes - The Beatles' Contribution to Winning Proposals

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A casual and frivolous look at some of The Beatles songs and how we can related them to winning proposals... in terms of opening the thought processes to different stimuli....

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Ten Slides in Ten Minutes - The Beatles' Contribution to Winning Proposals

  1. 1. SS Ten Slides in Ten Minutes: The Beatles’ Contribution to Winning Proposals [Capturing the Hearts and Minds of Prospects & Clients] Presented by: Bill Graham APM.APMP bill.graham@sales-synthesis.co.za February, 2014
  2. 2. The Client Engagement Process & a Few Points to Ponder Identify Qualify • Industry Knowledge • Understanding of Client’s Business Strategy • Good relationship with Key Decision-makers Submit Craft Proposal • Solid Win Strategy • Bid Centre Support • Organisational Teamwork • Relevant Solution • Selling on Value and not Price Robust Capture Plan • Professional package • Word Perfect • On-Time Submission Relevant Solution Delivery Client Adjudication • Resonating Win Themes • Solution supporting Client’s Business Imperatives • Building Track Record • Execution Investment • Robust Service Delivery Resonating Submission Professional Proposal / Bid Management Process Utilise favourite song triggers to get some original thought juices flowing 2 2
  3. 3. Nowhere Man Identify • Nowhere Man Unnoticed in the client base Client does not perceive any value-add from the organisation or representative "Nowhere Man" [1965] is from the album Rubber Soul 3
  4. 4. We Can Work it Out Qualify • We can Work it Out Poor Planning Timewasting interventions required "We Can Work It Out" [1965] - recorded as Double-Single 4
  5. 5. A Hard Day’s Night Craft Proposal • A Hard Day’s Night • Paperback Writer Under Resourced “A Hard Day's Night” [1964] - from a Movie /Album of the same name 5 Stressed out having to work unnecessary hours
  6. 6. Paperback Writer Craft Proposal • A Hard Day’s Night • Paperback Writer Poorly Written Content “Paperback Writer" [1966] - recorded as a single 6 Client does not perceive any relevance
  7. 7. Let it Be Submit Unprofessional Proposal / Bid Management Acceptance of Mediocrity with no challenges • Let it Be “Let It Be” [1970] – single from Album of the same name 7
  8. 8. Can’t Buy Me Love Client Adjudication Irrelevant Content No Client Engagement to ensure relevancy • Can’t Buy Me Love "Can't Buy Me Love [1964]” - released as a single 8
  9. 9. Ticket to Ride Delivery Less than Professional Effort Not Considered for Short-List “Ticket to Ride" [1965] - from the album “Help!” 9 • Ticket to Ride
  10. 10. The Hits: Aligned Across the Client Engagement Process Identify • Nowhere Man Ensure you add value Craft Proposal Qualify • We can Work it Out ‘Time’ is precious Submit • A Hard Day’s Night • Paperback Writer • Let it Be Keep the bid team relaxed & maintain content relevancy Keep challenging Client Adjudication • Can’t Buy Me Love Maintain solution relevancy Delivery • Ticket to Ride Quality, quality, quality Do not allow your Engagement to be a Tragical Mystery Tour 10 10

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