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S S Ten Slides in Ten Minutes: The Beatles’ Contribution to Winning Proposals [Capturing the Hearts and Minds of Prospects & Clients]
Presented by:
Bill Graham APM.APMP
February, 2014
2
Craft Proposal Client Adjudication Identify Qualify Delivery Submit
The Client Engagement Process & a Few Points to Ponder
• Solid Win Strategy
• Bid Centre Support
• Organisational Teamwork
• Relevant Solution
• Selling on Value and not Price
• Industry
Knowledge
• Understanding of
Client’s Business
Strategy
• Good relationship
with Key
Decision-makers
• Resonating Win
Themes
• Solution
supporting
Client’s Business
Imperatives
• Building Track
Record
• Execution
Investment
• Robust Service
Delivery
• Professional
package
• Word Perfect
• On-Time
Submission
Robust Capture Plan Relevant Solution Resonating Submission
Professional Proposal / Bid Management Process
2
Utilise favourite song triggers to get some original thought juices flowing
3
Nowhere Man
Identify
• Nowhere
Man
Unnoticed in the client base
"Nowhere Man" [1965] is from the album Rubber Soul
Client does not perceive any value-add from the organisation or representative
4
We Can Work it Out
Qualify
• We can
Work it Out
"We Can Work It Out" [1965] - recorded as Double-Single
Poor Planning Timewasting
interventions required
5
A Hard Day’s Night
Craft Proposal
• A Hard Day’s Night
• Paperback Writer
“A Hard Day's Night” [1964] - from a Movie /Album of the same name
Under Resourced
Stressed out having to work
unnecessary hours
6
Paperback Writer
Craft Proposal
• A Hard Day’s Night
• Paperback Writer
“Paperback Writer" [1966] - recorded as a single
Poorly Written Content
Client does not perceive any
relevance
Let it Be
Submit
• Let it Be
“Let It Be” [1970] – single from Album of the same name
Unprofessional Proposal / Bid Management
Acceptance of Mediocrity
with no challenges
7
Can’t Buy Me Love
Client Adjudication
• Can’t Buy Me
Love
"Can't Buy Me Love [1964]” - released as a single
Irrelevant Content
No Client Engagement to
ensure relevancy
8
Ticket to Ride
Delivery
• Ticket to Ride
“Ticket to Ride" [1965] - from the album “Help!”
Less than Professional Effort
Not Considered for Short-List
9
10
Craft Proposal Client Adjudication Identify Qualify Delivery Submit
• We can
Work it Out
• Nowhere
Man
• Can’t Buy Me
Love
• A Hard Day’s Night
• Paperback Writer • Ticket to Ride
The Hits: Aligned Across the Client Engagement Process
• Let it Be
Do not allow your Engagement to be a Tragical Mystery Tour
10
Ensure you
add value
‘Time’ is
precious
Keep the bid team relaxed &
maintain content relevancy
Keep
challenging
Maintain solution
relevancy
Quality, quality,
quality