Winning Business Proposals Module 5

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Step-by-step methodology for building winning business proposals - based up Deiric McCann's bestselling book 'Winning Business Proposals' (www.deiricmccann.com)

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Winning Business Proposals Module 5

  1. 1. Module 5 | Selecting a Winning Proposal Strategy Winning Business Proposals
  2. 2. “ Drive thy business, let it not drive thee” Benjamin Franklin Module 5 | Selecting a Winning Proposal Strategy
  3. 3. What’s covered in this module? <ul><li>What is “Strategy”? </li></ul><ul><li>Generic Sales/Proposal Strategies </li></ul><ul><li>Selecting a Proposal Strategy </li></ul><ul><li>Using your selected Proposal Strategy </li></ul>Module 5 | Selecting a Winning Proposal Strategy
  4. 4. “ The art or science of the planning and conduct of a war” Module 5 | Selecting a Winning Proposal Strategy Strategy:
  5. 5. Generic Proposal Strategies <ul><li>Cost </li></ul><ul><li>Technical </li></ul><ul><li>Quality </li></ul><ul><li>Credibility </li></ul>Most deals will demand a strategy which is either one or a combination of the above Module 5 | Selecting a Winning Proposal Strategy
  6. 6. Cost <ul><li>Lowest Price </li></ul><ul><li>Best Price/Performance </li></ul><ul><li>Return On Investment (ROI) </li></ul>Module 5 | Selecting a Winning Proposal Strategy
  7. 7. Technical <ul><li>Superior Specifications </li></ul><ul><li>Programme/Solution Design </li></ul><ul><li>Better Technical Personnel </li></ul>Module 5 | Selecting a Winning Proposal Strategy
  8. 8. Quality <ul><li>“ Snob” Value </li></ul><ul><li>Proven High Quality/Reliability </li></ul><ul><li>Organisational Profile </li></ul>Module 5 | Selecting a Winning Proposal Strategy
  9. 9. Credibility <ul><li>Who you are </li></ul><ul><li>Who Your Organisation Is </li></ul><ul><li>Your Team Members </li></ul><ul><ul><ul><li>Who they are </li></ul></ul></ul><ul><ul><ul><li>How good they are </li></ul></ul></ul><ul><li>Client Industry Experience </li></ul>Module 5 | Selecting a Winning Proposal Strategy
  10. 10. Where to Start? Prioritise secondary strategies The strategy you select will be a vital input into later stages of your proposal’s development Consider your strengths vs. possible strategies Select strategy most closely matching your strengths Compile PPR data on decision makers - their orientations? Did identified weaknesses give any reasons to change strategy? Consider your weaknesses vs. possible strategies Think: Competitive strengths & weaknesses - strategy OK? Module 5 | Selecting a Winning Proposal Strategy
  11. 11. Creating a “Client Profile” Chart <ul><li>Create a column for each strategy orientation identified in your PPR </li></ul><ul><li>Reflect priorities - leftmost highest, rightmost lowest </li></ul>Cost Technical Presentation Quality Module 5 | Selecting a Winning Proposal Strategy Priority 1 Priority 2 Priority 3 Priority 4
  12. 12. Strengths vs. Possible Strategies <ul><li>Create a blank Client Profile chart </li></ul><ul><li>Brainstorm your strengths into Client Profile columns </li></ul><ul><li>Select the dominant strategy - the strongest leftmost column </li></ul>This is your primary proposal strategy (so far) Module 5 | Selecting a Winning Proposal Strategy
  13. 13. Weaknesses vs. Possible Strategies <ul><li>Create another blank Client Profile chart </li></ul><ul><li>Brainstorm your weaknesses into Client Profile columns </li></ul><ul><ul><li>Remember to indicate any gaps in your Solution Map as weaknesses </li></ul></ul><ul><li>Any reason to reconsider primary strategy? Any show-stoppers? </li></ul><ul><ul><li>If so, then reconsider your initial choice </li></ul></ul>Module 5 | Selecting a Winning Proposal Strategy
  14. 14. Think About Your Competitors <ul><li>Brainstorm Your Competitor’s Strengths/Weaknesses </li></ul><ul><ul><li>Adding In Responses To “Competitive Pains” </li></ul></ul><ul><li>Sources of information </li></ul><ul><ul><li>De-briefings </li></ul></ul><ul><ul><li>Competitive Intelligence Database </li></ul></ul><ul><li>Is there any impact on your selected strategy? </li></ul>Module 5 | Selecting a Winning Proposal Strategy
  15. 15. Your Selected Strategy... ...is the lens through which you will focus every word you write in your proposal, every point you’ll make. Module 5 | Selecting a Winning Proposal Strategy Do not begin to write your proposal before you have decided upon a strategy.
  16. 16. Are you an in-house trainer or a sales trainer / consultant? Want a full set of these slides to integrate into your own programs? These are available to all bulk purchases of the latest edition of ‘Winning Business Proposals’ who purchase 200 copies or more in hard copy or electronic formats. For pricing information or any other enquiries: please use the contact form on www.deiricmccann.com Would you like a full set of all 7 modules of this course in an editable PowerPoint format?

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