THE OUTSOURCING INSTITUTE. Winning Proposal Strategies
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1 Presentation to THE OUTSOURCING INSTITUTE What It Takes To Win New Business New York, NY April 23, 2009 Vales Consulting Group Helping Great Clients Dominate Markets 1
2 Agenda Foundational Strategies for RFP Proposal Response Leverageable Tactics To Differentiate Your Firm Questions/Answers Vales Consulting Group Helping Great Clients Dominate Markets 2
3 Foundational Strategies for RFP Proposal Response Develop a Well Documented Proposal Win Strategy Position Your Firm as the Best-Total-Value Service Provider Develop a Powerful Value Proposition Tailored to Prospect Support Prospect s Strategic Business Objectives and Plans Build Effective Working Relationships with Key Executives Serve as Extension of Management in a True Partnership Vales Consulting Group Helping Great Clients Dominate Markets 3
4 Foundational Strategies for RFP Proposal Response (cont) Introduce/Credential Your Client Service Leadership Team Address the Special Needs/Interests of Multiple Buyers Show Understanding of Prospect s Businesses and Culture Show Responsiveness to RFP Objectives, Goals, Requirements Develop the Optimal Solution to Meet/Exceed RFP Requirements Vales Consulting Group Helping Great Clients Dominate Markets 4
5 Foundational Strategies for RFP Proposal Response (cont) Introduce Best Practices To Improve IT/Business Processes introduce Advanced Technologies to Improve Efficiencies Leverage Your Firm s Strengths, Minimize Your Weaknesses Overcome Competitor Strengths, Expose Their Weaknesses Summarize Why Your Firm Is the Best-Total-Value Partner Vales Consulting Group Helping Great Clients Dominate Markets 5
6 Leverageable Tactics To Differentiate Your Firm Written Proposal Conduct Win Strategy Planning Session (1-2 Days) Develop Work Plan/Assignments for Preparing Written Proposal Develop Robust, Multi-Dimensional Value Proposition (2 pages) Prepare C-Level Cover Letter from Your Senior Officers (2 pages) Prepare Powerful, High-Impact Executive Summary (10+ pages) Prepare Section Summaries (1 page) for Continuity of Message Differentiate Your Firm in Answering the Many RFP Questions Work Closely with RFP Contact, RFP Consultants, Coaches Vales Consulting Group Helping Great Clients Dominate Markets 6
7 Leverageable Tactics To Differentiate Your Firm (cont) Oral Presentation Get Company Feedback on Written Proposal Know that the Orals Is Where the Proposal Is Won or Lost Select Best Presenters Exec Sponsor, Sales, Service Delivery Prepare Master List of Speakers, Topics, Times, Handoffs Prepare High-Impact PPT Slide Presentation (and Handout) Allocate 2 Days for 3 Rehearsals for Polished Presentation Anticipate the Tough Questions and Prepare Best Answers Speak with Energy, Enthusiasm, Conviction, and Passion Vales Consulting Group Helping Great Clients Dominate Markets 7
8 Leverageable Tactics To Differentiate Your Firm (cont) Site Visits Organize Exciting Experience with WOW Factor This Is Last Critical, Deciding Step in RFP Proposal Process Prepare Agenda, Facility Overview, Leadership Team Profiles Conduct Day-in-the-Life-of Tour To Meet Department Heads Presenters Must Be Briefed on Prospect, RFP, and Proposal Presenters Must Know Win Strategy and Key Selling Points Presenters Must Engage the Prospect No Canned Speeches Firm Must Commit Selected Presenters to Serve the Prospect Vales Consulting Group Helping Great Clients Dominate Markets 8
9 Leverageable Tactics To Differentiate Your Firm (cont) Follow-Up Stay Close to Prospect During Vendor Selection Get Prospect Feedback on Written Proposal, Orals, Site Visit Clarify Scope of Services/Fees and Answer Final Questions Negotiate Contract Terms & Conditions and Close the Sale Win-Loss Analysis Conduct Analyses of Major Proposals Learn Underlying Reasons Why You Win and Lose Proposals Understand Buyer Wants/Needs and Vendor Selection Process Take Corrective Action to Fix Any Problems in Proposal Process Vales Consulting Group Helping Great Clients Dominate Markets 9
10 ITO/BPO Services Provider Sales Proposal Process Questions & Answers Contact Information Vales Consulting Group is a strategic advisory firm providing marketing, sales, and business development services to outsourcing service providers to help them win more business. Services include: marketing/sales plans and programs; value propositions; sales meeting workshops; influencer programs; and strategy/writing support for winning proposals and oral presentations. Leadership team has directed, managed, and authored over 300 successful proposals (72% win rate) to the boards and senior managements of the Global 1000 companies, with contracts valued in the billions of dollars. Joseph Vales, Founder and Senior Partner Gilbert Parker, Partner Vales Consulting Group Vales Consulting Group 125 Wappanocca Avenue 185 East 85 th Street 32G Rye, New York New York, New York Office: (914) Office: (212) Mobile: (917) Mobile: (347) jvales@valesconsulting.com gparker@valesconsulting.com Vales Consulting Group Helping Great Clients Dominate Markets 10
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