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

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Learn how Iron Mountain sales reps create and manage hundreds of proactive (typo-free) proposals each week. The presentation, introduced by BJ Lownie, RFP and proposal industry-expert, also shares his vision of the perfect solution to support the proposals industry.

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

  1. 1. Balancing Quality with Output: Increasing Proposal Productivity
  2. 2. BJ Lownie,ManagingDirector Elise Gilbert Director, SalesSupportServices Gary Mancini Sr.Director, SalesTechnologyandSupportServices
  3. 3. Proposal Applications What is required to develop high-quality/ high scoring proposals that win business?
  4. 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. 5. Proposal Applications If your pre-written proposal content was food… …would you eat it?
  6. 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. 7. Proposal Applications Is your pre-written proposal content suitable for a high-quality/high-scoring response?
  8. 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. 9. Proposal Applications Proposal Development and Cooking – An Analogy
  10. 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. 11. Proposal Applications What are the attributes of the ideal proposal development automation application?
  12. 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. 13. Elise Gilbert Director, SalesSupportServices Gary Mancini Sr.Director, SalesTechnology andSupportServices
  14. 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
  15. 15. Trucks and Boxes
  16. 16. Alignment and Collaboration
  17. 17. Messaging and Content Core Messaging Document We sell good stuff. Okay, We’ll buy it. Trends Insights Target Market Critical Business Issues
  18. 18. Process and Standards
  19. 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. 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
  21. 21. Nuns and Roses
  22. 22. Nuns and GumNuns and Grammar
  23. 23. Grammar and Customers
  24. 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. 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
  26. 26. SAVO and Proposals
  27. 27. What does Success look like?
  28. 28. 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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