Proposals That Generate Success

(One-day Workshop)

WHO SHOULD ATTEND:

• Managers
• Sales and marketing staff
• Anyone who has to write and/or present an internal or external proposal

We can't depend on lower bids always getting us the job. We have to ensure our proposals are totally responsive to the needs of the potential customer or client and that we have a convincing management plan.

YOU WILL LEARN TO:

• Pitch your report to the reader
• Reduce your writing time
• Change features into benefits
• Convey information clearly
• Deliver a positive, effective message

COURSE OUTLINE

Analyzing the Proposer

• Understanding the factors that will increase your chance of success
• Separating the writing into manageable stages
• Understanding the importance of thinking before writing
• Collecting information via a bidder's meeting or phone call    

Conveying Information

• Understanding the differences in features, advantages and benefits
• Changing your features into reader benefits
• Answering difficult questions
• Being persuasive
• Tying the reader's needs to your product/service

Working With the Appropriate Infrastructure

• Selecting the right format for solicited and unsolicited proposals
• Working  with  RFPs, RFQs, and RFIs
• Writing a "cold call" sales letter/proposal  

Writing Techniques

• Reviewing the techniques for clarity and conciseness
• Making the document visually appealing

Delivering the Message Verbally

• Preparing the introduction and close
• Dealing with distractions
• Using correct body language
• Fielding questions
• Using visual aids
• Leaving a positive message

This workshop is highly interactive and involves numerous group exercises. Participants are welcome to bring in proposals they are currently working on for a confidential critique during the session.

For information regarding this course, please contact:

Colin Watson
Relationship Manager
J Watson Associates Inc

Tel: 905 820-9909

E-mail: sales@jwatsonassociates.com