BUSINESS PROPOSAL WRITING AND RESPONDING
TO TENDERS

LMA Sales Training UK

proposal writing

"Integrated Sales Training"

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"IN COMPANY" - ONE DAY 'INTENSIVE' WORKSHOP TAILORED TO YOUR SPECIFIC REQUIREMENTS.

'NEW' - NOW AVAILABLE - LMA ' ONLINE' BUSINESS PROPOSAL AND LETTER PROPOSAL TEMPLATES PLUS PROPOSAL CHECKLIST (WORD .DOC FORMAT) FOR PURCHASE ONLINE - CLICK HERE TO GO TO SECURE ORDER PAGE

INTRODUCTION

In today's highly competitive market place, many skills are required to win business. With complex decision making processes and lengthy sales cycles, the final definitive, written offer from a supplier is crucial.

The proposal is the one document which will reach all decision makers. It needs to provide persuasive reasons to buy from your company rather than from the competition.

The quality and content of the proposal is often a crucial factor in the final decision by the prospect or client.

MAKE YOUR PROPOSALS SELL!

Nowadays, many people in the 'sales team' may input to the proposal, both sales and technical. The final document needs to be well organised and structured as it represents the culmination of many discussions with a client. Above all, the proposal needs to be a persuasive business case not a technical dissertation.

There is no 'definitive' way to write a proposal. The document may vary in size from a few to many pages, depending on the circumstances. The issue of responding to tenders successfully is another factor that consumes vast amounts of time and effort.

This course, on the whole issue of written communication, provides a practical look at how to present a good business case. It also looks at mechanisms which can be put into place within an organisation to ensure that all documents adhere to standards. This frequently cuts down the time needed to produce a proposal and may include 'sign off' procedures, if applicable.

A WORKSHOP FOR SALES, SUPPORT AND MANAGEMENT WORKING FOR IT SUPPLIER COMPANIES AND ALL OTHER PEOPLE INVOLVED IN WRITING REPORTS AND PROPOSALS OR RESPONDING TO TENDERS.

COURSE OBJECTIVES

To enable participants to:

bulletImprove their ability to produce proposals which are seen as specific to the client.
bulletMake clear the commercial and technical benefits of the proposition in a balanced way.
bulletAppreciate the specific sections of the proposal which are most important to decision makers.
bulletWrite good Covering Letters, Introductions and Management Summaries.
bulletAddress specifically the prospect's basis of decision and highlight the advantages of the supplier's products/services.
bulletProduce proposals which are strong sales documents, not technical dissertations.
bulletDevelop a system for handling responses to tenders.
bulletAppreciate the importance of good proposal presentation and layout.

METHODS

Instructor sessions are supported by individual participant's exercises.
Client specific sample proposals are used and participants are asked to seek answers to key questions which a prospect might reasonably ask. A written exercise is included to assess clarity, readability and persuasiveness.
Instructor guidance is given throughout.

A MAXIMUM OF 12 PARTICIPANTS IS RECOMMENDED FOR THIS COURSE

COURSE PROGRAMME

Day 1 - Commence 9.00 a.m.

bulletIntroduction and objectives.
bulletThe proposal in the selling and buying process.
bulletWhat is a proposal? - purpose.
bulletWhat customers want in a proposal.
bulletThe structure and content of a proposal.
bulletExercise: analysis of realistic example proposals.
bulletThe main sections of a proposal. Importance and priority.
bulletApproach to projects and organising the bid team.
bulletCovering letters, Introductions, Management Summaries
bulletAdvantages Sections and Financial Justification.
bulletProposal writing style. Clarity index/Readability factors.
bulletInternal IT systems and procedures to support proposal production.
bulletTests of a good proposal - check list.
bulletPre-Proposal Reviews - value and importance.
bulletResponding to tender invitations and RFP's.
bulletReviewing the proposal.
bulletOrganising for on time submission.
bulletPost proposal phases and draft documents.
bulletEnd course discussion and action plans.

OPTIONS

The duration of the course can be extended to two days to provide more detailed analysis/exercises and to include letter and report writing.

Another option is to link the production of the proposal to the formal presentation of the business case. This means participants are involved during the evening of day 1 in putting together a formal presentation of a proposal which is delivered and evaluated on day 2.

COSTS

Based on 300 per delegate per day + accommodation and mileage at 45p per mile.
A full set of workshop notes for each participant is included in the price.
Please note that a 'maximum' charge of 1800+VAT per trainer day applies to this workshop.

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Since last update August 2007
 
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business proposal writing and responding to tenders

 

Proposal Writing and Responding to Tenders UK