Overview
Earning the right to win business in a competitive and complex sales environment means that your customer values your offer over your competition and moreover trusts you to meet or exceed their delivery expectations. The sales process begins a long time before the release of a request for proposal. This course reviews how, in order to be successful, companies must 'left shift' their business winning emphasis. Effective capture strategies drive companies to secure the emotional support of their customer by developing positive discrimination.
Outcomes
Delegates will leave the course understanding how to:
Administration and Logistics
Courses are typically two days in duration and held off-site at a venue of your choice. 12 Delegates (Max).
Earning the right to win business in a competitive and complex sales environment means that your customer values your offer over your competition and moreover trusts you to meet or exceed their delivery expectations. The sales process begins a long time before the release of a request for proposal. This course reviews how, in order to be successful, companies must 'left shift' their business winning emphasis. Effective capture strategies drive companies to secure the emotional support of their customer by developing positive discrimination.
Outcomes
Delegates will leave the course understanding how to:
- Define the capture phase
- Qualify opportunities
- Determine customer value
- Develop the price to win
- Build a competitive win strategy
- Review capture plans
- Write draft executive summaries
Administration and Logistics
Courses are typically two days in duration and held off-site at a venue of your choice. 12 Delegates (Max).
Overview
Winning your customer's emotional support is only half the battle. Companies favoured by the customer must still justify that emotional sentiment by delivering a compliant and compelling proposal. This course is built for bid manager, bid writers indeed anyone directly of indirectly involved with the business winning process. Knowing what a compelling bid looks like and how to create one can often be the difference between winning and losing.
Outcomes
Delegates will leave the course understanding how to:
Administration and Logistics
Courses are typically two days in duration and held off-site at a venue of your choice. 12 Delegates (Max).
The courses are extremely interactive and entered on real opportunities or generic case studies.
Winning your customer's emotional support is only half the battle. Companies favoured by the customer must still justify that emotional sentiment by delivering a compliant and compelling proposal. This course is built for bid manager, bid writers indeed anyone directly of indirectly involved with the business winning process. Knowing what a compelling bid looks like and how to create one can often be the difference between winning and losing.
Outcomes
Delegates will leave the course understanding how to:
- Define the bid phase
- Develop a winning proposal strategy
- Plan a customer focused proposal
- Prepare a customer focused proposal
- Review, to improve your probability of winning
- Use visual content to emphasise value and discrimination
Administration and Logistics
Courses are typically two days in duration and held off-site at a venue of your choice. 12 Delegates (Max).
The courses are extremely interactive and entered on real opportunities or generic case studies.
Overview
A proposal must be engaging and memorable. Tests have proven that proposals that utilise up to 50% graphical content are both more memorable and accessible than those with traditional heavy-textual content. Graphics are simple to create and their effective integration in the bid management process can significantly improve evaluation scores by translating often complex information into easy to grasp imagery. This one day course focuses on proposal layout and visualisation and looks at how to use and create your own graphics to improve the quality of your submissions.
Outcomes
Delegates will leave the course understanding how to:
Administration and Logistics
Courses are typically one day in duration and held off-site at a venue of your choice. 12 Delegates (Max).
The courses are extremely interactive and entered on real opportunities or generic case studies. Delegates will require access to their own laptop computers during the course.
A proposal must be engaging and memorable. Tests have proven that proposals that utilise up to 50% graphical content are both more memorable and accessible than those with traditional heavy-textual content. Graphics are simple to create and their effective integration in the bid management process can significantly improve evaluation scores by translating often complex information into easy to grasp imagery. This one day course focuses on proposal layout and visualisation and looks at how to use and create your own graphics to improve the quality of your submissions.
Outcomes
Delegates will leave the course understanding how to:
- Use visual content to emphasise value and discrimination
- Integrate visualisation and graphics into the proposal planning stage
- Integrate visualisation and graphics into the proposal preparation stage
- Review graphical content
- Develop a knowledge library of reusable graphics
Administration and Logistics
Courses are typically one day in duration and held off-site at a venue of your choice. 12 Delegates (Max).
The courses are extremely interactive and entered on real opportunities or generic case studies. Delegates will require access to their own laptop computers during the course.