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Balancing Quality
with Output: Increasing
Proposal Productivity
BJ Lownie,ManagingDirector
Elise Gilbert
Director, SalesSupportServices
Gary Mancini
Sr.Director, SalesTechnologyandSupportServices
Proposal Applications
What is required to develop high-quality/
high scoring proposals that win business?
Proposal Development
• Information (customer, competition, your offer)
• Skills and knowledge
• Processes
• Time
And ideally…
High quality, pre-written, approved content
Developing high-quality/high scoring responses
that result in winning business requires:
Proposal Applications
If your pre-written proposal content was food…
…would you eat it?
Proposal Applications
• What is it?
• What does it taste/smell like?
• Who made it?
• How old is it?
• What happened to the last person that ate it?
Questions you might ask about food before eating it:
Proposal Applications
Is your pre-written proposal content suitable
for a high-quality/high-scoring response?
Proposal Applications
• Who wrote it? (Was this an appropriate/approved
author?)
• What does it say?
• How old is it?
• Is it well written (Is it easy to read, review, score?)
• What was the result the last time this was used?
Questions you might ask about the content:
Proposal Applications
Proposal Development and Cooking – An Analogy
Proposal Applications
• Highest quality, freshest ingredients (source known)
• Minimize time preparing ingredients while cooking
– As much as possible, ingredients prepared before hand,
ready to use, easy to access
• Maximize time for actual dish preparation
– Cooking, seasoning, simmering, presentation
Cooking – An Analogy
Proposal Applications
What are the attributes of the ideal proposal
development automation application?
Proposal Applications
• Supports development of proactive proposals and
responses to RFPs
• Contains high-quality, pre-written, proposal ready,
approved content (of varying lengths)
• Quick and easy content access and retrieval
• Easy to manage and maintain content and the application
• Provides guides and tools for proposal processes
The Ideal Application:
Elise Gilbert
Director, SalesSupportServices
Gary Mancini
Sr.Director, SalesTechnology
andSupportServices
Output and Productivity
• Alignment and collaboration of teams
• Messaging standards and framework
• An evolving process
• Customer experience
• User experience
People, Process, Technology and Content
Trucks and Boxes
Alignment and Collaboration
Messaging and Content
Core Messaging Document
We sell
good stuff.
Okay,
We’ll buy it.
Trends Insights
Target Market Critical Business Issues
Process and Standards
Process and Standards
Iterate until
Approved
Create
Proposal
Structure
Standard
Design &
Build
Product
Proposal
Apply Core
Messaging
Content
Review
Assembled
Output
Document
User
Acceptance
Testing
Release to
Field
Sales Enablement
Product Marketing
Product Management
Sales Reps
Process and Standards
Iterate until
Approved
Create
Proposal
Structure
Standard
Design &
Build
Product
Proposal
Apply Core
Messaging
Content
Review
Assembled
Output
Document
User
Acceptance
Testing
Release to
Field
Nuns and Roses
Nuns and GumNuns and Grammar
Grammar and Customers
Reps and Customers
Our Goals
• Customer finds our proposals to be engaging, informative
and different
• Customer isn’t distracted by anything that doesn’t add value
• Rep sells what we can deliver
• Rep delivers brand-compliant messaging
Design and Reps
• Good user interface doesn’t require training
• Use in-place help, guidance, choices
• Hide complexity
• Too much to read = difficult to use
• Right-size user interface via expand/contract
Key Concepts
SAVO and Proposals
What does Success look like?
Thank you
Formoreinformation
SAVO Web Site: www.savogroup.com
Sales First Nation: www.savogroup.com/sales-first-nation/
SAVO Products: www.savogroup.com/products/
SAVO Phone: 312-276-7700

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Balancing Quality with Output: Increasing Proposal Productivity (Iron Mountain)

  • 1. Balancing Quality with Output: Increasing Proposal Productivity
  • 2. BJ Lownie,ManagingDirector Elise Gilbert Director, SalesSupportServices Gary Mancini Sr.Director, SalesTechnologyandSupportServices
  • 3. Proposal Applications What is required to develop high-quality/ high scoring proposals that win business?
  • 4. Proposal Development • Information (customer, competition, your offer) • Skills and knowledge • Processes • Time And ideally… High quality, pre-written, approved content Developing high-quality/high scoring responses that result in winning business requires:
  • 5. Proposal Applications If your pre-written proposal content was food… …would you eat it?
  • 6. Proposal Applications • What is it? • What does it taste/smell like? • Who made it? • How old is it? • What happened to the last person that ate it? Questions you might ask about food before eating it:
  • 7. Proposal Applications Is your pre-written proposal content suitable for a high-quality/high-scoring response?
  • 8. Proposal Applications • Who wrote it? (Was this an appropriate/approved author?) • What does it say? • How old is it? • Is it well written (Is it easy to read, review, score?) • What was the result the last time this was used? Questions you might ask about the content:
  • 9. Proposal Applications Proposal Development and Cooking – An Analogy
  • 10. Proposal Applications • Highest quality, freshest ingredients (source known) • Minimize time preparing ingredients while cooking – As much as possible, ingredients prepared before hand, ready to use, easy to access • Maximize time for actual dish preparation – Cooking, seasoning, simmering, presentation Cooking – An Analogy
  • 11. Proposal Applications What are the attributes of the ideal proposal development automation application?
  • 12. Proposal Applications • Supports development of proactive proposals and responses to RFPs • Contains high-quality, pre-written, proposal ready, approved content (of varying lengths) • Quick and easy content access and retrieval • Easy to manage and maintain content and the application • Provides guides and tools for proposal processes The Ideal Application:
  • 13. Elise Gilbert Director, SalesSupportServices Gary Mancini Sr.Director, SalesTechnology andSupportServices
  • 14. Output and Productivity • Alignment and collaboration of teams • Messaging standards and framework • An evolving process • Customer experience • User experience People, Process, Technology and Content
  • 17. Messaging and Content Core Messaging Document We sell good stuff. Okay, We’ll buy it. Trends Insights Target Market Critical Business Issues
  • 19. Process and Standards Iterate until Approved Create Proposal Structure Standard Design & Build Product Proposal Apply Core Messaging Content Review Assembled Output Document User Acceptance Testing Release to Field Sales Enablement Product Marketing Product Management Sales Reps
  • 20. Process and Standards Iterate until Approved Create Proposal Structure Standard Design & Build Product Proposal Apply Core Messaging Content Review Assembled Output Document User Acceptance Testing Release to Field
  • 22. Nuns and GumNuns and Grammar
  • 24. Reps and Customers Our Goals • Customer finds our proposals to be engaging, informative and different • Customer isn’t distracted by anything that doesn’t add value • Rep sells what we can deliver • Rep delivers brand-compliant messaging
  • 25. Design and Reps • Good user interface doesn’t require training • Use in-place help, guidance, choices • Hide complexity • Too much to read = difficult to use • Right-size user interface via expand/contract Key Concepts
  • 27.
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  • 29.
  • 30.
  • 31.
  • 32.
  • 33.
  • 34.
  • 35.
  • 36.
  • 37.
  • 38.
  • 39.
  • 40.
  • 41.
  • 42. What does Success look like?
  • 43. Thank you Formoreinformation SAVO Web Site: www.savogroup.com Sales First Nation: www.savogroup.com/sales-first-nation/ SAVO Products: www.savogroup.com/products/ SAVO Phone: 312-276-7700