Powerful Proposals and Cost Benefit Analysis (CBA) Workshop

1. The Power of A + Proposals

1. How to put Power in to your proposals
2.  Make it o Compliant o Responsive

2. Six Key Elements of High-Quality Proposals 

1. Boilerplate
2.  Customer Focus
3.  Creative Page Design
4.  Compelling Story
5.  Executive Summary
6.  Ease of Evaluation

3.Evaluating Proposals 

1. The best and Worst
2.  Challenges

4.The DNA of Proposals

1.  Purpose
2.  Audience
3.  Organization
4.  Reader Intent How Buying Decisions are made

5.Four Compelling Questions – Every Proposal must Answer 

1.  Questions

6.Getting your Message Across 

1. Compete by Communicating
2.  Audience
3.  Designing the Proposals

7.Selling the benefits 

1.  Customer oriented proposals
2.  The “You” Proposal
3.  Five essential components of a customer focused Proposal

8.Establishing Credibility, Acceptability and Preference 

1.  The Four Rights
2.  Negotiating Terms
3.  Competitive Price
4.  Conducive Environment