APMP Foundation Certification - Session 3 - Proposal Strategy

download APMP Foundation Certification - Session 3 - Proposal Strategy

of 9

  • date post

    18-Oct-2014
  • Category

    Career

  • view

    173
  • download

    3

Embed Size (px)

description

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.

Transcript of APMP Foundation Certification - Session 3 - Proposal Strategy

APMP Foundation Certification Session 3 - Proposal Strategy

Foundation Certification

Study Group - Session 3, Proposal Strategy

Subject Areas

Assessing your position

The Three Cs

Proposal Strategy

Developing the Winning Strategy

Issues, Motivators & Hot Buttons

Assessing your sales position

What is your current sales situation?

Where does the competition stand?

What is the customers perception about your organisation?

What is the customers perception about the competition?

The 3 Cs - Customer, Capability, Competition

Understanding the Customer !

Organisation ! The Opportunity ! Evaluation Approach

1. What do they really want? 2. What do they dont want? 3. What will their bosses ask?

The 3 Cs - Customer, Capability, Competition

Aligning your Capability

Identify the customers 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

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

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 ?

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

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.