S S Ten Slides in Ten Minutes: The Beatles’ Contribution to Winning Proposals [Capturing the Hearts and Minds of Prospects & Clients]

Presented by:

Bill Graham APM.APMP

February, 2014

bill.graham@sales-synthesis.co.za

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Craft Proposal Client Adjudication Identify Qualify Delivery Submit

The Client Engagement Process & a Few Points to Ponder

• Solid Win Strategy

• Bid Centre Support

• Organisational Teamwork

• Relevant Solution

• Selling on Value and not Price

• Industry

Knowledge

• Understanding of

Client’s Business

Strategy

• Good relationship

with Key

Decision-makers

• Resonating Win

Themes

• Solution

supporting

Client’s Business

Imperatives

• Building Track

Record

• Execution

Investment

• Robust Service

Delivery

• Professional

package

• Word Perfect

• On-Time

Submission

Robust Capture Plan Relevant Solution Resonating Submission

Professional Proposal / Bid Management Process

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Utilise favourite song triggers to get some original thought juices flowing

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Nowhere Man

Identify

• Nowhere

Man

Unnoticed in the client base

"Nowhere Man" [1965] is from the album Rubber Soul

Client does not perceive any value-add from the organisation or representative

4

We Can Work it Out

Qualify

• We can

Work it Out

"We Can Work It Out" [1965] - recorded as Double-Single

Poor Planning Timewasting

interventions required

5

A Hard Day’s Night

Craft Proposal

• A Hard Day’s Night

• Paperback Writer

“A Hard Day's Night” [1964] - from a Movie /Album of the same name

Under Resourced

Stressed out having to work

unnecessary hours

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Paperback Writer

Craft Proposal

• A Hard Day’s Night

• Paperback Writer

“Paperback Writer" [1966] - recorded as a single

Poorly Written Content

Client does not perceive any

relevance

Let it Be

Submit

• Let it Be

“Let It Be” [1970] – single from Album of the same name

Unprofessional Proposal / Bid Management

Acceptance of Mediocrity

with no challenges

7

Can’t Buy Me Love

Client Adjudication

• Can’t Buy Me

Love

"Can't Buy Me Love [1964]” - released as a single

Irrelevant Content

No Client Engagement to

ensure relevancy

8

Ticket to Ride

Delivery

• Ticket to Ride

“Ticket to Ride" [1965] - from the album “Help!”

Less than Professional Effort

Not Considered for Short-List

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Craft Proposal Client Adjudication Identify Qualify Delivery Submit

• We can

Work it Out

• Nowhere

Man

• Can’t Buy Me

Love

• A Hard Day’s Night

• Paperback Writer • Ticket to Ride

The Hits: Aligned Across the Client Engagement Process

• Let it Be

Do not allow your Engagement to be a Tragical Mystery Tour

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Ensure you

add value

‘Time’ is

precious

Keep the bid team relaxed &

maintain content relevancy

Keep

challenging

Maintain solution

relevancy

Quality, quality,

quality