Who Should Attend * Sales Managers * Account Managers * Business Development Managers * Marketing * Bid Specialists * Proposal developer/writer
课程收益:
Improve your sales effectiveness with proven winning proposal framework method; Learn how to position, plan and develop responsive, customer-focused proposals that sell & win; Learn how to organize a clear and persuasive message leveraging your existing sales techniques focusing on customer needs; Adapt best-practices guidelines to reduce rework, rewrites, and waste.
课程大纲:
Course Processing Methods
30% lecture +20% discussion + 50% simulation exercise and case study
Workshop Material
Workbook with Capture Management Tools Shipley “Capture Guide 3rd Edition”
Course Content Highlight * How to develop superior proposal that stands out from competitors * Put yourself in the proposal evaluator’s seat to better understand what a proposal evaluator is looking for. * Cost/Pricing strategy and how to price to win. * Develop effective value proposition from sales strategy. * How to emphasize your strength, mitigation your weakness and downplay your competitors strength * User of Shipley tools to ensure compliance to all requirements * Techniques for preparing winning proposal with design, theme, callout, graphics that addresses the customer’s needs. * Tips on how to increase your chances of winning.
培训师介绍:
About Instructor Shipley Certified Consultants are highly achieved and experienced professionals in business development and proposal management, qualified with applied expertise in the Shipley winning processes for million or billion-dollar projects. Workshop will be conducted by assigned instructor at the scheduled class time of a specific instructor’s availability.
课程介绍 评价详情(0)
培训受众:
* Sales Managers
* Account Managers
* Business Development Managers
* Marketing
* Bid Specialists
* Proposal developer/writer
课程收益:
Learn how to position, plan and develop responsive, customer-focused proposals that sell & win;
Learn how to organize a clear and persuasive message leveraging your existing sales techniques focusing on customer needs;
Adapt best-practices guidelines to reduce rework, rewrites, and waste.
课程大纲:
30% lecture +20% discussion + 50% simulation exercise and case study
Workshop Material
Workbook with Capture Management Tools
Shipley “Capture Guide 3rd Edition”
Course Content Highlight
* How to develop superior proposal that stands out from competitors
* Put yourself in the proposal evaluator’s seat to better understand what a proposal evaluator is looking for.
* Cost/Pricing strategy and how to price to win.
* Develop effective value proposition from sales strategy.
* How to emphasize your strength, mitigation your weakness and downplay your competitors strength
* User of Shipley tools to ensure compliance to all requirements
* Techniques for preparing winning proposal with design, theme, callout, graphics that addresses the customer’s needs.
* Tips on how to increase your chances of winning.
培训师介绍:
Shipley Certified Consultants are highly achieved and experienced professionals in business development and proposal management, qualified with applied expertise in the Shipley winning processes for million or billion-dollar projects. Workshop will be conducted by assigned instructor at the scheduled class time of a specific instructor’s availability.
本课程名称: Winning Proposal Strategies
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