proposals considerations and presenting
DESCRIPTION
What to take into account when preparing and presenting your client proposals. By Bryant Nielson, CapitalWave Inc.TRANSCRIPT
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© 2010 CapitalWave, Inc. | All rights reserved.
CapitalWave, Inc.
Proposals: Considerations and Presenting
Copyright © 2011 All Rights Reserved
D E
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© 2010 CapitalWave, Inc. | All rights reserved.
CapitalWave, Inc.
Bryant Nielson CEO & Managing Director
http://www.CapitalWave.comhttp://www.FinancialTrainingSolutions.com
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http://twitter.com/capitalwavehttp://twitter.com/LeadershipFX
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bryant.nielson
CapitalWave, Inc.Delivering Innovative Training Solutions
Bryant Nielson, CEO & Managing Director
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© 2010 CapitalWave, Inc. | All rights reserved.
CapitalWave, Inc.
So what considerations
should an Vendor think about for a
client proposal?
Considerations
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© 2010 CapitalWave, Inc. | All rights reserved.
CapitalWave, Inc.
Proposal Solicitation
ORAL PRESENTATIONS
• Oral presentations should inspire confidence• Oral Presentation should position the company’s capabilities• Oral Presentation should identify unique resources
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© 2010 CapitalWave, Inc. | All rights reserved.
CapitalWave, Inc.
WRITTEN PRESENTATIONS
• Detailed Written Proposals• Proposals should be Marketing Documents that describe Value
and Benefits
Proposal Solicitation
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© 2010 CapitalWave, Inc. | All rights reserved.
CapitalWave, Inc.
Supplier Selection
Supplier Selection Process
• Specify desired supplier attributes• Indicate the relative importance of those attributes• Understand VVA (Vendor Value Assessment)
• Delivery Selection• Reliability• Price Reputation
• Procedural Selection• Technical Service• Supplier Flexibility• Product Reliability
• Political Selection• Price• Reputation• Product Reliability• Service Reliability• Supplier Flexibility
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© 2010 CapitalWave, Inc. | All rights reserved.
CapitalWave, Inc.
Supplier Process
Supplier Selection Process
• Attempt to negotiate with Preferred Suppliers 1998 Purchasing Magazine Survey• Better pricing• Better terms
• Counter arguments• Show evidence on Total Cost of Ownership• Live-cycle Costs lower than competitors• Value that buyers receive• Superior offering over competitors
92%
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© 2010 CapitalWave, Inc. | All rights reserved.
CapitalWave, Inc.
Discussion