Change Success
A mate came ’round last night to sample some cheeky Islay malt. We were due to
pop out to a nearby juicer, but I’m not ashamed to say I’m a little smitten with
Mary Portas (no, not in that way, I’m not her ‘type’!), so insisted we
Topic
proposals
A collection of 120 issues
Measuring Success
I’ve been forever refining my standard initial proposal format. Over the years
it’s become shorter, punchier, ever-more written from the client perspective
and, well, downright sexier.
There’s always been a section entitled Return On Investment, or something
similarly professional sounding.
Then a delightful thing happened the other
Make Choice Simple
I’ve blogged before about my occasionally tormenting ‘Choice Paradox’. I
believe in two strands that at first glance may seem mutually exclusive. At the
one possible pole, I believe you can generate more sales by always thinking up
one more product offering, yet at the other potential extreme, I
Are You A True Choice Architect?
I gained recent exposure to the current big-buzz right-wing think tank concept
of Nudge. Rather than telling people to do things, it advocates instead that
you let them make their own journey to where you suggest they go. Key to the
concept is the use of influence as a Choice
Proposal Review Chuckle
I’ve always considered the proposal review meeting an essential part of
decent-ticket solution sales. Getting key execs on board and putting yourself
ahead of the pack is a must, and showing your in-depth understanding of where
they want to go and how your usps alone can take them there
Remember The Business Case
Here’s a great line I got in an email from a customer. We were talking about
how to create a better style of Proposal generation for a breakthrough new
product of theirs.
“…we can often win without a perfect [business] case. That said, a good case
never lost a
What Makes A Good Proposal?
One of my clients is having an overhaul of how they present Proposals to
prospects. They’re conscious that attempts at making production of such
compelling sales collateral easy for reps have failed beforehand.
A previous English regime spent many long hours creating a standard document,
from which a 71-page
The Power Of One
One of my customer’s sales management team were recently summoned to a European
conference where new solution sales techniques were passed down from a central
corporate training resource. One particular topic I know they all liked was
about talking credible numbers when it came to benefits.
All too often,
Ever Seen A Baby Pigeon?
One of my friends in Cape Town hails from the mysterious luvvy infested world of
advertising. A place filled with murkiness I cannot fathom, she told me of an
event last week with a English speaker. He was a copy-writer from agency Young
& Rubicon in London, who’d enjoyed
Proposal Presentation Approaches
I’ve recently got delegated a new role, that of Purchasing Manager 🙂 where I’m
poacher turned gamekeeper and am actually out buying some stuff. All a bit new
to me, it’s looking to get some creative and technical work done. What’s
interesting is that I’ve had