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Objectives
 Winning more proposals.
Increasing the bid’s productivity
Concerned people
business managers, engineers, product managers, bid-managers, assistants, etc
Duration
2 days. Possible to be individually coached.
Pedagogy
Quiz – Lectures – Participants situations workshop
Handbook ready to be tailored.
Appropriate tools creation for each company
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Know-How acquired - Programme
 Build a winning answer strategy
Testing your methods: What do purchasers think about the business proposals made?
Traps to avoid during proposals – What to do if there was no preliminary preparation?
The first decisions to make during the proposal kick-off:
Technical, financial and legal. Are sales actions still possible? – In which conditions are RFPs (Request for Proposal) made? – Consequences: How to properly analyze RFP? Quotation Methods.
Methods and tools to analyze and structure the bid
Typical well-argued proposition plans
Highlighting your need understanding and even better, of the stakes : Needs check-list
Bid matrix : ensuring that each expectation has an answer in the proposals.
Technical summary : the solutions linked with the customers’ expectations, the compliance list tool.
« Bid-table » : To coordinate people and tasks.
3 sales pitch types
1:To highlight your competitive differences
2: The EBCD Matrix to switch from “mere” pitch to persuasive pitching
3: The “FAQ” (Frequent Asked Questions) to anticipate and weaken objections.
Commercial information to give
Price presentation: the “sandwich” method. Can we discuss some contractual clauses? If yes, how to do it?
How to optimize the references to show?
Your company “suitable” description .
The appendixes proper use .
The executive summary particular case, and/or the covering letter.
Good and bad writing styles – Different layouts – Good use of graphic illustrations.
Differentiators
The service proposals special case: Introducing the organization, promoting the service provider (consultant, etc.)
The different ways to present lead-times. Introducing a design for multiple readers types: the quality approach, ethics, sustainable development policy
The cover design – Further optional tools: CD, videos, etc.
The offer’s packaging
The bid closing: last steps including the quality check-list.
Self-evaluation and improvement actions |
