Winning Sales Proposals

Steve Rovniak

IAMCP Boston, Nov 18, 2010

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My Background

• BA Economics Kenyon College• 20 years I.T. consulting sales & management– Founder Micro-Ingenuity Inc. – Valinor – Microsoft Solution Provider– Red Sky Interactive (Pre-Sales Dir.) – CIO magazine’s Executive Council– B2B Sales Consultant/ Contract Sales – Beacon Business Coaching

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Proposals – Perennial Pain Point

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Investigate

Propose

Confirm/Close

Deliver

Relationship/Referrals

Unique Proposition

Marketing/Lead Gen

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PPU

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The Situation

• Sales Opportunities– Unqualified – Irresistible

• Your prospect or contact– Under-educated and/or– Under-authorized and/or– Under-funded

• You and your team– Under-resourced– Rushed– Insufficient information– Unknown expectations– Proposal process, standards and tools?

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Loss Scenarios

• Awarded to incumbent vendor• Not the right solution• Surprise decision maker• Over budget• Project cancelled or postponed

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Conditions for a Win

• Objective qualification• True DM and DM process known• Proposal addresses business objectives• Know and can influence project details, scope• Know and can influence vendor selection criteria• Know and can influence budget• Others?

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How To Turn Things Around?

PPU

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Key Elements of the Pre-Proposal Understanding Letter

• Request for a meeting to discuss in detail.• Definition of success in business terms.• Items needing clarification.• Key deliverables.• Client inputs & responsibilities.• Target start date & timetable.• Cost/fees estimation & payment terms.• Proposal audience, format, length & date.

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Pre-Proposal Understanding Win Conditions Addressed

Request for meeting to discuss in detail.

Definition of success in business terms

Items Needing Clarification

Key Deliverables

Client inputs & responsibilities

Target start date & timetable

Cost/fees estimation & payment terms

Proposal audience, format, length & delivery date

Win ConditionsObjective Qualification Know and can influence budget

True DM and DM process known Know and can influence project details

Incumbent advantage revealed/neutralized Know and can influence vendor selection criteria

Proposal addresses business objectives Costs meet client expectations

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Other Gains

1. Make an informed decision whether or not to propose.

2. Demonstrates your professionalism and judgment.

3. Strengthens your consultative relationship with the prospect.

4. Gives strong indication of how it will be to work with you and your company.

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PPU Letter Annotated Template

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• Please complete the sheet– Request complimentary coaching

session– Request to receive the PPU letter

template and this PPT• Why the Golf Balls???• DOOR PRIZE!!• Please contact me with questions,

thanks!

Wrap Up

Steve RovniakBeacon Business Coaching

617-970-7720www.beaconbusinesscoaching.com