This document provides tips for presales professionals to successfully summarize a client's needs and present an optimal solution in the proposal. It emphasizes understanding the client, defining their business and technical requirements, preparing the right message and content, and having the right team ready to begin work. Key aspects include researching the client, understanding their procurement process, identifying their needs and constraints, developing a solution vision and approach, including case studies and demos in the proposal, and being prepared for next steps like negotiations. The overall goal is to amaze clients and get the deal by thoroughly understanding them and presenting a compelling solution.

1. PRESALES:
AMAZING YOUR
CLIENTS TO GET
THE DEAL
By Vitalii Dutka

2. IS THAT YOUR
CLIENT?

3. • Source (Inbound, outbound, reference, partners)
• Company overview (CrunchBase, Press releases, Web-
site)
• Contact point (C-Level, business, tech savvy)
• Procurement process
• Type of the business
• Original request
• Have we done this before?
User
Business
Technology
OPTIMAL
SOLUTION
WHO IS THE CLIENT
Client

4. S - Solution
C - Competition
O - Originality
T - Timescales
S - Size
M - Money
A - Authority
N - Need
B - Budget
A - Authority
N - Need
T - Timeline
OR
TECHNIQUES
Client

5. GET YOUR
ROCKSTARS
TEAM

6. ROLES
Elaborate system quality
attributes, analyze integration
points, identify and
communicate technical
constraints, develop solution
architecture.
Provides vision and design
direction to key programs to
ensure solutions are meeting
end user and business
objectives. Communicates
directly with client's project
leads and facilitates design
activities.
Translates research findings into
solution concepts, drives the
team through engagement, help
with communication and work
on the formal documents.
Bridges business strategy,
design and product
development, to help turning
great ideas into successful
products that deliver the
business results.
BUSINESS ANALYST
PROJECT MANAGER
XD DESIGNER
SOLUTION ARCHITECT
Client

7. PREPARATION
IS THE KING

8. BUILD THE
RIGHT
MESSAGE

9. DEFINE THE VALUE
Preparation
Source: Strategizer by Alexander Osterwalder

10. NOT SURE WHERE TO START –
START WITH WHY
Preparation
Source: ‘Share the Golden Circle’ by Simon Sinek.

11. DEFINE
ENGAGEMENT
STRATEGY
WHAT DO WE SELL?

12. PROPOSAL
CONTENT

13. LESS IS
MORE
IMAGINE YOURSELF
AFTER 100 SLIDES

14. • BUSINESS NEEDS
• KEY REQUIREMENTS
• SOLUTION VISION
• STREAMS – AKA ROADMAP
• PROJECT APPROACH
• BUDGET
• CASE STUDIES
PREPARATION
Off-site
EXPERIMENT
Off-site
DELIVERY
Off-site
DISCOVERY
On-Site
WHAT TO INCLUDE
Content

15. PREP
P - point (thesis, point of view, )
R - reason (arguments, constraints, rationale)
E - example (samples, visualization, future state)
P - point (repeat thesis, point of view)
SIMAC
S - situation (current state, problem definition)
I - idea (idea, solution, approach)
M -mechanism (implementation, approach, stream)
A - advantages (pros and cons, challenges, benefits)
C - conclusion (Summary)
DEFINE MESSAGE STRUCTURE
Content

16. PERSONALIZE
CLIENT WILL APPRECIATE THAT
Source: http://www.arngren.net

17. SHOW
CREDS
CASE STUDY DEMO
PROTOTYPES
PARTNERSHIPS

18. BE READY
FOR THE
NEXT STEPS
MSA/SOW
Legal
TEAM AVAILABILITY
Kick-off
NEGOTIATION
Selling points
APPROVALS
Business

19. LET’S TALK
A BIT?