Shipley Tips - Shipley Asia Pacific - Page 2

Drafting an executive summary early in the capture process gives you a powerful internal tool that you can use to: ·   Refine your bidding strategy ·   Gain senior management endorsement for your approach ·   Communicate your strategy in-house to all proposal contributors ·   Drive proposal development ·   Provide a model for the complete proposal.  

Capture planning is compatible with most common sales methodologies. Many Sales or BD Managers blend an established sales methodology with their approach to capture, leveraging the discipline that is already embedded in the business.   Like capture planning, most popular sales methodologies include both strategic and tactical elements.   Strategic elements focus on assessing your

Instead of using the kickoff meeting to initiate discussions about how you will run the proposal, prepare in advance so you can communicate the ground rules for all contributors. Distribute writers’ packages that include guidance for style, procedures and configuration control. This approach will eliminate the extra work often created for the production team by

  Collaborate with the prospect to develop a value proposition to pre-position yourself as the preferred, trusted supplier. Collaboration between the customer and the seller offers the following potential advantages: Both gain a clearer understanding of the customer’s objectives and potential benefits. Both better understand the actions required of each party, which reduces risk. The

  Yes, proposal strategy is about how you convey key information in the proposal, but a winning message is so much more than – for example: “we offer a safe pair of hands”.   To craft and present an aligned message, all members of the selling team must agree to use a common process and

  Customers have a stake in teaming combinations, preferred partners, and team contractual arrangements. Review potential teaming combinations and arrangements with the customer, if possible. Whether or not the customer asks the question, explain in advance and in your proposal how you have selected your teaming partners. Describe the role of each partner, and explain

Customers have a stake in teaming combinations, preferred partners, and team contractual arrangements. Review potential teaming combinations and arrangements with the customer, if possible. Whether or not the customer asks the question, explain in advance and in your proposal how you have selected your teaming partners. Describe the role of each partner, and explain the

    …the proposal should not be written. No bid.   Many organisations tackle proposals without prior planning, creating additional work for themselves.   Good proposals are planned, and good proposal management plans are detailed, written, and available for review and reference. Poor plans are in the manager’s head.   The shorter the response time,

Instead of using the kickoff meeting to initiate discussions about how you will run the proposal, prepare in advance so you can communicate the ground rules for all contributors. Distribute writers’ packages that include guidance for style, procedures and configuration control. This approach will eliminate the extra work often created for the production team by

We know that non-compliance can cost you a place on the short list. But research also shows that clients highly value responsiveness in proposals – that is proposals that address their underlying needs. Sometimes this means coming up with a new offer that does not comply with the request. For example: A customer needs the