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Learn how Iron Mountain sales reps create and manage hundreds of proactive (typo-free) proposals each week. The presentation, introduced by BJ Lownie, RFP and proposal industry-expert, also shares his vision of the perfect solution to support the proposals industry.
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Balancing Quality
with Output: Increasing
Proposal Productivity
BJ Lownie, Managing Director
Elise Gilbert
Director, Sales Support Services
Gary Mancini Sr. Director, Sales Technology and Support Services
Proposal Applications
What is required to develop high-quality/
high scoring proposals that win business?
Proposal Development
• Information (customer, competition, your offer)
• Skills and knowledge
• Processes
• Time
And ideally…
High quality, pre-written, approved content
Developing high-quality/high scoring responses that result in winning business requires:
Proposal Applications
If your pre-written proposal content was food…
…would you eat it?
Proposal Applications
• What is it?
• What does it taste/smell like?
• Who made it?
• How old is it?
• What happened to the last person that ate it?
Questions you might ask about food before eating it:
Proposal Applications
Is your pre-written proposal content suitable for a high-quality/high-scoring response?
Proposal Applications
• Who wrote it? (Was this an appropriate/approved author?)
• What does it say?
• How old is it?
• Is it well written (Is it easy to read, review, score?)
• What was the result the last time this was used?
Questions you might ask about the content:
Proposal Applications
Proposal Development and Cooking – An Analogy
Proposal Applications
• Highest quality, freshest ingredients (source known)
• Minimize time preparing ingredients while cooking
– As much as possible, ingredients prepared before hand, ready to use, easy to access
• Maximize time for actual dish preparation
– Cooking, seasoning, simmering, presentation
Cooking – An Analogy
Proposal Applications
What are the attributes of the ideal proposal development automation application?
Proposal Applications
• Supports development of proactive proposals and responses to RFPs
• Contains high-quality, pre-written, proposal ready, approved content (of varying lengths)
• Quick and easy content access and retrieval
• Easy to manage and maintain content and the application
• Provides guides and tools for proposal processes
The Ideal Application:
Elise Gilbert
Director, Sales Support Services
Gary Mancini Sr. Director, Sales Technology
and Support Services
Output and Productivity
• Alignment and collaboration of teams
• Messaging standards and framework
• An evolving process
• Customer experience
• User experience
People, Process, Technology and Content
Trucks and Boxes
Alignment and Collaboration
Messaging and Content
Core Messaging Document
We sell good stuff.
Okay, We’ll buy it.
Trends Insights
Target Market Critical Business Issues
Process and Standards
Process and Standards
Iterate until Approved
Create Proposal Structure Standard
Design & Build Product Proposal
Apply Core Messaging Content
Review Assembled Output Document
User Acceptance Testing
Release to Field
Sales Enablement
Product Marketing
Product Management
Sales Reps
Process and Standards
Iterate until Approved
Create Proposal Structure Standard
Design & Build Product Proposal
Apply Core Messaging Content
Review Assembled Output Document
User Acceptance Testing
Release to Field
Nuns and Roses
Nuns and Gum Nuns and Grammar
Grammar and Customers
Reps and Customers
Our Goals
• Customer finds our proposals to be engaging, informative and different
• Customer isn’t distracted by anything that doesn’t add value
• Rep sells what we can deliver
• Rep delivers brand-compliant messaging
Design and Reps
• Good user interface doesn’t require training
• Use in-place help, guidance, choices
• Hide complexity
• Too much to read = difficult to use
• Right-size user interface via expand/contract
Key Concepts
SAVO and Proposals
What does Success look like?
Thank you
For more information
SAVO Web Site: www.savogroup.com
Sales First Nation: www.savogroup.com/sales-first-nation/
SAVO Products: www.savogroup.com/products/
SAVO Phone: 312-276-7700
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