Writing and Presenting Winning Proposals
Target Audience: All roles and teams that are responsible for writing proposals to clients when developing new products/business, and would need to present their proposals to win the business.
Key Learning Outcomes
- Learn how to write competitive and compelling proposals.
- Explore how to keep your proposal interesting and engaging.
- Discover how to respond to your client’s needs by focusing on what they value most.
- Learn how to deliver strong key messages.
- Practice translating your written proposal into a powerful short presentation.
- Improve your presentation skills to win contracts.
Course Delivery Includes
- Theory: Latest best practice
- Team discussions and exercises
- Technique application practice
- Case studies
- Recorded practice and feedback sessions
- Personal action planning
Course Outline: Writing and Presenting Winning Proposals
DAY 1
Introduction - Getting the Basics Right
Bids, Tenders and Proposals - Where do they Fit into the Sales Cycle ?
Deciding to Bid - Key Considerations
First Impressions
The RFP - Quick Review Checklist
Understanding the Playing Field
Understanding the Client
Clarifying their Selection Criteria
Client Value Mapping
Competitor Analysis and Differentiation
Brand/Image Management
Telling and Selling
How Buying Decisions are Made
Essential Components of a Customer-Focused Proposal
Questions Clients Ask - Compelling questions Every proposal must answer
Writing a Winning Executive Summary
Writing the Proposal
Structuring the Content
Augmenting Text with Visual Representations
Creating a Response Matrix
Reviewing the Proposal - Quality Assurance
DAY 2
Preparing for the Perfect Performance
Key Roles in the Presentation
Managing Perception
Examining your Image and Credibility
Avoiding Presentation Disasters
Structuring Your Presentation
Distilling the Proposal into a Succinct Presentation
Focal points of a Presentation
Managing the Audience
Audience Roles and Power Positions
Anticipating Audience Reactions and Planning your Responses
Responding to Questions - Chunking Up and Chunking Down Practice
Impromptu Question Response Practice
Making an Impact
Voice Projection and Vocal Variety
Using Body Language and Spatial Anchoring
Dealing with Nervousness
Presentation Practice
The participants will be divided into groups of 2-3 members. Each group will conduct a 10-minute presentation of a proposal including audience Q&A.