The Art of Writing a Successful Bid Proposal and Nailing a Killer Demo with Jason Ferguson
- Author
- Mark Smith [nz365guy]
- Published
- Mon 13 May 2019
- Episode Link
- None
FULL SHOW NOTES
https://podcast.nz365guy.com/93
- Personal and professional background – living in Perth, hobbies, working as Solution Director at DXC-Eclipse
- How to assess whether an opportunity is worth pursuing
- Weeding out the concept of “column fodder”
- Importance of getting to the face-to-face phase of the bid process
- Essential elements of a bid proposal to get you into the next phase of the bid process
- Handling lighthouse customers when you don’t have the industry experience
- Tender response (RFPS, RFQs) – structured response vs unstructured response
- Running a bid process – Is writing a bid proposal a project in its own right?
- Going into a demo – what to include in a killer demo when presenting to a customer
- Essential elements of a successful client presentation
- The thought behind and the value of having a pricing sheet
- Importance of standardising your presales process
- How to educate your customer and combat underpricing your project
- What is the concept of a “cone of uncertainty”?
- Winning industry awards – key things when going after an award
- How to go about winning an industry award
Resources
- Winning Partner of the Year Award (2016) – https://www.nz365guy.com/microsoft-public-sector-public-safety-national-security-partner-of-the-year/
- RFP (Request for Proposal) – https://www.investopedia.com/terms/r/request-for-proposal.asp
- RFQ (Request for Quotation) – https://www.investopedia.com/terms/r/request-for-quote.asp
If you want to get in touch with me, you can message me here on Linkedin.
Thanks for listening 🚀 - Mark Smith
