APMP Foundation Certification - Session 3 - Proposal Strategy

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A proposal strategy is a plan to write a persuasive, winning proposal. In this study group webinar session we will discuss on how to develop a proposal strategy that will drive the proposal development.

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APMP Foundation Certification - Session 3 - Proposal Strategy

  1. 1. Foundation Certification Study Group - Session 3, Proposal Strategy
  2. 2. Subject Areas • Assessing your position • The Three “C”s Proposal Strategy • Developing the Winning Strategy • Issues, Motivators & Hot Buttons
  3. 3. Assessing your sales position What is your current sales situation? Where does the competition stand? What is the customer’s perception about your organisation? What is the customer’s perception about the competition?
  4. 4. The 3 Cs - Customer, Capability, Competition Understanding the Customer ! • Organisation ! • The Opportunity ! • Evaluation Approach 1. What do they really want? 2. What do they don’t want? 3. What will their bosses ask?
  5. 5. The 3 Cs - Customer, Capability, Competition Aligning your Capability • Identify the customer’s key requirements ! • Identify the key areas you can do better than the competition ! • Identify the key areas of problems and how you will address them
  6. 6. The 3 Cs - Customer, Capability, Competition Beating the Competition • Prepare the Bidders comparison matrix ! • Identify your discriminators • Identify the competitors weaknesses • Determine what the customer will achieve by choosing you ! • Ghost the competitors weaknesses
  7. 7. Issues, Motivators & Hot Buttons • What is that keeps the prospect awake at night ? ! • What is that the prospect is trying to achieve ? ! • What is that the prospect has been repeatedly citing ?
  8. 8. Developing the Winning Strategy • Identify the buyer segments and their issues ! • Develop your Solution aligned with the customer issues and requirements ! • Prepare Value Proposition for each type of buyer ! • Draft your “What” and “How” statements ! • Use Trade-Offs ! • Document your strategy
  9. 9. Stay connected with us on Linkedin Study Group for details of the next webinar on Proposal Development. Thank You. Abhijit Majumdar CF.APMP! Associate Vice President! Zensar Technologies Ltd. Pune. India.

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