Services

COMPETITIVE INSIGHT ON THE FOLLOWING TYPES OF PROPOSALS

TO RESPOND TO THE RFP (Request for Proposal) AND WIN THE PROCUREMENT

  • Formal Proposal

TO CLOSE THE COMPLEX SALE

  • Sales Proposal

TO SELL AN IDEA

  • Idea Proposal

TO MAKE THE BUSINESS CASE

  • Case-making Proposal

TO SECURE THE FUNDING

  • Investor Proposal

TO IMPRESS THE AUDIENCE

  • Marketing Presentation

TO STEAL THE SHOW

  • Conference Presentation

TO SIMPLY MAKE THEM UNDERSTAND

  • Training Proposal


PROPOSAL AND BUSINESS DEVELOPMENT SERVICE OFFERINGS

THOMAS J. WATSON, the Founder of IBM, once said “nothing happens until somebody sells something.” Mr. Watson’s insightful understanding was echoed by Peter Drucker, distinguished business author, professor, and consultant who noted, “without customers there is no business”.

In the business-to-business (B2B) and business-to-government (B2G) worlds, purchasing of products, services, and supplies is generally accomplished through competitive proposals and bids.  The supplier or provider whose proposal wins the evaluation is awarded the contract; the other proposers, whose proposals did not win, get nothing!

Sadly, many businesses fail to provide their people with the skills and resources to fiercely compete for proposal wins.  Winning in today’s business climate requires performing to a high standard.  This is especially true in the world of complex sales, with long sales cycles and several different buyer relationships.  According to surveys, it is not uncommon for a firm to fail to win 70% of the proposals it submits.  That means 70% of the firm’s investment of time, effort, and resources was spent on lost business that came to no avail whatsoever, other than heartbreaking lessons learned.

The chief benefit of accepted proposals, of course, is more work for the firm.  More work is the life blood of the firm, the means of economic survival.  More work means enhanced revenue—the ability to make more money!

STANDARD OR CUSTOMIZED (CUSTOMER-IZED !) SERVICE OFFERINGS

In addition to the standard service offerings below, we often customize a solution to the unique needs of a particular firm.  One of our favorite parts of a work engagement is at the beginning where we discuss with the firm’s leadership how it presently accomplishes sales and wins new work.  Working with the leadership, we can often pinpoint an area where the firm could do a better job and improve outcomes.  Out of such discussions a unique, custom solution is often devised to meet the particular identified need.

SERVICE OFFERINGS LINKED TO THE FOUR PHASES OF THE BUSINESS DEVELOPMENT CYCLE

The standard menu of services offered by Proposal Acceptance is comprehensive and closely tracks our understanding of what must be achieved in each of the four phases of the business development cycle.  These service offerings are tightly focused on the most critical objective of our client firms:  to win work competitions!  Proposal Acceptance is the ROI.

The services are presented here, however, in reverse order.  The first service listed is Winning Proposals.  We begin there because accepted proposals are what we are all about; the overarching goal of everything we do.

However, accepted proposals are at the tail end of the business development value chain; almost the last link, the result of the links that precede it.  The value chain begins in phase one of the business development cycle, Strategic and Business Planning:  Marketing, Part 1.  From there the value chain winds through phase two, Communicating To Your Market:  Marketing, Part 2.  It continues through phase three, Building Customer Relationships:  Sales, Part 1.  Finally, the chain ends at phase four, Proposal Phase:  Sales, Part 2, which is where you will find Winning Proposals—at the beginning of our menu, our point of departure:

PHASE FOUR:  PROPOSALS AND PRESENTATIONS, SALES, Part 2  (Conditioning the Deal)

  • WINNER PROPOSALS: THEIR DESIGN AND PRODUCTION
  • ORALS COACHING
  • WINNER NEGOTIATIONS COACHING
  • RAPID-RESPONSE OPPORTUNITY PURSUITS
  • PROPOSAL EDITING / REWRITING

PHASE THREE:  BUILDING CUSTOMER RELATIONSHIPS, SALES, Part 1 (Conditioning the Customer)

  • OPPORTUNITY PURSUITS:  SURFACING OPPORTUNITIES
  • TACTICAL ACCOUNT AND RELATIONSHIP MANAGEMENT
  • CONTRACTING WITH THE GOVERNMENT AS BUYER
  • WINNER SELLING:  HELPING THE CUSTOMER CHOOSE YOU
  • WINNER PRESENTATIONS:  SKILLS COACHING
  • BUILDING POLITICAL AND COMMUNITY SUPPORT

PHASE TWO:  COMMUNICATING TO YOUR MARKET, MARKETING, Part 2 (Conditioning the Market, 2)

  • BRANDING:  INFLUENCING CUSTOMER PERCEPTION
  • MARKETING MIX:  THE P’s
  • WHITE PAPER CO-WRITING AND TECHNICAL WRITING
  • PUBLIC RELATIONS:  THE NEW ADVERTISING

PHASE ONE:  STRATEGIC AND BUSINESS PLANNING, MARKETING, Part 1 (Conditioning the Market, 1)

  • WINNER BEHAVIORS:  DIFFERENTIATION CONSULTING
  • MARKETING PLANNING
  • STRATEGIC AND BUSINESS DEVELOPMENT PROCESS PLANNING
  • INNOVATIVE  POSITIONING:  A REALISTIC RESPONSE TO A LONG-TERM SLOW-GROWTH ECONOMY

 

 

PROPOSAL ACCEPTANCE

1901 Cervin          Austin, Texas          78728

Willam@ProposalAcceptance.com                                 (512) 751-3250