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Tip 140- Use capture planning to align your whole team with your sales approach

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

Tip 139- Increase the value of each contributor’s work by giving them clear ground rules

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

Tip 138- Exploit value propositions as a collaborative selling tool

  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

Featured Article: Shipley Associates

Combatting Known Weaknesses in a Proposal by Gwyn Allred   In most effective proposals, all weaknesses, known or potentially known to the customer, are addressed in the proposal. Proposal contributors generally have no issues talking up their company’s unique strengths, but what is the best way to address weaknesses in your company or other threats

Tip 136 – Build your team with the customer in mind

  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

Tip 135 – Build your team with the customer in mind

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