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"Persuasive Powerful Proposals"
Crafting winning proposals is part art and part science. This seminar will provide a solid, proven system for preparing propsals that resonate with clients.
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INTRODUCTION:
WHAT WE KNOW ABOUT PERSUASION
- Facts plus emotions win work.
- Types of persuasion.
THE PROPOSAL PROCESS - MANAGEMENT ESSENTIALS
- Proposals are expensive; they communicate with the BUYER when he/she is ready to buy.
- Twelve proposal facts---It's a process of elimination
- A realistic go/no-go matrix.
- Get out of the "crisis proposal" mode---everyone has to have plenty of time to do a great job.
- Proposal management---a model
- Fast resources---style and format standards/templates, experience data, resumes, images, case studies (stories)
BREAK
IDENTIFYING THE PROPOSAL STRATEGY APPROACH
- Identifying the prospect's issues needs concerns and wants.
- The prospect's critical success factors---how to identify them.
LUNCH
PROPOSALS PRODUCTION
- The content and its sequence
- Why less is better
- The cover
- Color/fonts/layout/paper quality
BREAK
WRITING THAT WINS
- Guidelines to more effective business writing.
- Writing style, readability, legibility
- Cover letter/executive summary essentials
- Features and benefits---words that sell
- Words to avoid
- Graphics/photos/captions---a hard sell
PROPOSAL REVIEW AND ADJUSTMENTS
WRAP UP and Q&A
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Participants will learn:
- the truth about the client selection process
- how to reduce choas in propsal development
- why a win strategy is so important and how to develop one
- how to write a proposal that is readable
- how to sell hard in the proposal
- production elements that make your proposal memorable.
Who should attend?
- Proposal/Marketing Coordinators and Support Staff who execute marketing and proposal functions
- Project Managers who both sell and complete projects.
- Executives/Principals who direct and manage the sales and marketing processes.
- Sales Professionals who have direct “rainmaking” and client relationship development and maintenance responsibilities
Instructional Methods
Case Study
Large Group Discussion
Small Group Discussion
Lecture With PowerPoint
Participant Demonstration
Participant Role Play
Pop Quizzes with Prizes
Sample Proposal and Critique
Questions and Answers
Small Group Interaction and Report Back
Seminar Participant Comments
“I have only received positive feedback about your seminar! Personally I have already incorporated tips and techniques you discussed into my proposals."
Suvi Alford
Adolfson & Peterson Construction, Aurora, CO, SMPS Colorado Chapter Education Committee
"Excellent. Our participants completely enjoyed the day!"
Becky Shemony
Bovis Lend Lease, Inc – Denver, CO
"Wonderful! Great leave behinds."
"Very well spoken and made it fun."
"Very interactive! Good Humor! Answered questions well."
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