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Balancing Quality
with Output: Increasing
Proposal Productivity
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BJ Lownie, Managing Director
Elise Gilbert
Director, Sales Support Services
Gary Mancini Sr. Director, Sales Technology and Support Services
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Proposal Applications
What is required to develop high-quality/
high scoring proposals that win business?
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Proposal Development
• Information (customer, competition, your offer)
• Skills and knowledge
• Processes
• Time
And ideally…
High quality, pre-written, approved content
Developing high-quality/high scoring responses that result in winning business requires:
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Proposal Applications
If your pre-written proposal content was food…
…would you eat it?
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Proposal Applications
• What is it?
• What does it taste/smell like?
• Who made it?
• How old is it?
• What happened to the last person that ate it?
Questions you might ask about food before eating it:
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Proposal Applications
Is your pre-written proposal content suitable for a high-quality/high-scoring response?
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Proposal Applications
• Who wrote it? (Was this an appropriate/approved author?)
• What does it say?
• How old is it?
• Is it well written (Is it easy to read, review, score?)
• What was the result the last time this was used?
Questions you might ask about the content:
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Proposal Applications
Proposal Development and Cooking – An Analogy
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Proposal Applications
• Highest quality, freshest ingredients (source known)
• Minimize time preparing ingredients while cooking
– As much as possible, ingredients prepared before hand, ready to use, easy to access
• Maximize time for actual dish preparation
– Cooking, seasoning, simmering, presentation
Cooking – An Analogy
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Proposal Applications
What are the attributes of the ideal proposal development automation application?
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Proposal Applications
• Supports development of proactive proposals and responses to RFPs
• Contains high-quality, pre-written, proposal ready, approved content (of varying lengths)
• Quick and easy content access and retrieval
• Easy to manage and maintain content and the application
• Provides guides and tools for proposal processes
The Ideal Application:
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Elise Gilbert
Director, Sales Support Services
Gary Mancini Sr. Director, Sales Technology
and Support Services
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Output and Productivity
• Alignment and collaboration of teams
• Messaging standards and framework
• An evolving process
• Customer experience
• User experience
People, Process, Technology and Content
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Trucks and Boxes
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Alignment and Collaboration
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Messaging and Content
Core Messaging Document
We sell good stuff.
Okay, We’ll buy it.
Trends Insights
Target Market Critical Business Issues
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Process and Standards
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Process and Standards
Iterate until Approved
Create Proposal Structure Standard
Design & Build Product Proposal
Apply Core Messaging Content
Review Assembled Output Document
User Acceptance Testing
Release to Field
Sales Enablement
Product Marketing
Product Management
Sales Reps
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Process and Standards
Iterate until Approved
Create Proposal Structure Standard
Design & Build Product Proposal
Apply Core Messaging Content
Review Assembled Output Document
User Acceptance Testing
Release to Field
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Nuns and Roses
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Nuns and Gum Nuns and Grammar
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Grammar and Customers
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Reps and Customers
Our Goals
• Customer finds our proposals to be engaging, informative and different
• Customer isn’t distracted by anything that doesn’t add value
• Rep sells what we can deliver
• Rep delivers brand-compliant messaging
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Design and Reps
• Good user interface doesn’t require training
• Use in-place help, guidance, choices
• Hide complexity
• Too much to read = difficult to use
• Right-size user interface via expand/contract
Key Concepts
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SAVO and Proposals
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What does Success look like?
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Thank you
For more information
SAVO Web Site: www.savogroup.com
Sales First Nation: www.savogroup.com/sales-first-nation/
SAVO Products: www.savogroup.com/products/
SAVO Phone: 312-276-7700