Proposal and Business Strategy Implementation for
Revenue Growth
Strategy Implementation Overview
ClientView’s paradigm of focusing on revenue
produces strategies intended to align all business
or operational functions with the objective of
achieving consistent, long-term revenue growth. We
recognize that there are many other aspects of
creating a successful business and that, in some
situations, revenue growth is not a paramount issue
and other approaches to strategy are appropriate.
However, revenue growth can be a wonderful cure for
a myriad of problems including equity value, morale,
staff retention, client relations, and career
advancement.
Strategic Positioning and Capture Planning
Strategic Positioning and Capture Planning consists
of organizing and managing Sales Opportunities and
Sales Calls; Preparing White Papers and developing
and executing Capture Plans. Your clients rarely buy
your existing solution; they buy solutions that they
feel meet their requirements. We work with your
organization to position your sales teams for high
value opportunities and more importantly, prepare
your team to approach sales calls as client focused
events designed around active listening as opposed
to high pressure sessions pushing your existing
solutions. Properly focused, your sales force will
be more effective when focused on providing what the
client needs versus what your firm sells. We provide
coaching, planning, training and work with your firm
to design client focused sales materials.
One effective tool for furthering sales
opportunities is the preparation and submission of
targeted White Papers. Properly utilized, White
Papers can demonstrate your firm’s understanding of
your prospective client’s challenges, display your
technical acumen in the field of interest, and offer
objectively prepared solution approaches to solving
these challenges. We help describe how to prepare
effective White Papers as well as help you prepare,
review and revise them prior to submission.
The final stage of the sales process is Capture
Planning. Capture Planning is the process whereby
your firm assesses how well it is positioned to
successfully compete and win the opportunity.
Components such as evaluating your knowledge of the
opportunity, assembling a winning team, anticipating
the program’s requirements, understanding your
competition and how you’ll be viewed compared to
them, assessing potential risks, developing your
discriminators and assembling an action plan to win
are all elements of a good capture plan. ClientView
offers targeted training and provides hands-on
implementation services to help your firm position
to win.
Proposal Management for
Revenue Growth
ClientView provides Proposal Creation and Production
services tailored to fit your firm’s needs. The
responsibilities assigned to ClientView usually vary
for each client and for each proposal. The task list
to the right itemizes the responsibilities that may
be assigned to ClientView’s Proposal Managers,
Writers and Graphic Artists.
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PROPOSAL MANAGEMENT
ClientView's proposal management responsibilities
may Include all or some of the following, tailored
as your firm desires:
TRANSITION MANAGEMENT from POSITIONING to
PROPOSING
• Differentiators Refinement
• Win Strategy Refinement
• Loss Pre-emption Workshop
• Subcontractor Proposal Participation Management
• Proposal Kick-Off Meeting Facilitation
PROPOSAL MANAGEMENT
• Proposal Creation
• Production Management Plan
• Proposal Outline Development
• Story Line & Win Theme
• Content Creation
• Compliance
PROPOSAL REVIEW
• Pink Team Edition Writing
• Pink Team Review Management
• Pink Team Findings Resolution
• Red Team Edition Writing
• Red Team Review Management
• Red Team Findings Resolution
• Black Hat Proposal
• Final Edition Writing
• Final Edit
• Proposal Printing, Packaging and Delivery
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