iapa talk 23 10-2013
DESCRIPTION
Talk to international group of accountants on how to prepare proposals and pitchs to win new business and grow existing businessTRANSCRIPT
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Welcome to Venue
Andrew Keogh Aristo
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“If a potential customer has made time to meet you, this means they have a problem to solve or a project in mind and they expect that you are not simply coming to tell them what you do, but that you have put some real thought into how you are going to help them solve their problem”
- Deirdre McPartlinEnterprise Ireland Düsseldorf
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` ‘Creating Winning Proposals & Pitches’‘It’s About Relationships- Stupid’
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`Qualities of Your Hero
• ???????????
• ????????????
• ????????????
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“Designing a presentation without the audience in mind is like writing a love letter to ‘ whom it may concern’ “
Nancy Duarte
Who is your audience?
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To connect successfully,use these 3 steps:
` Tip Scales in your Favour
Are Do Get
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Are
Situation Appraisal Objectives Measure of Success Value to Organisation
`The Basics: Preparation
Do Get
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Better than anybody else
Delivered may times before
`The Proposal: Solution
Are Do Get
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Situation Appraisal
Objectives
Measure of Success
Value to Organisation
`The Proposal: Delivery
Are Do Get
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“Most Boring Day of my Month”
• You are one of 6-8 teams presenting, how are you going to stand out from the crowd?
• Make Your Solution Stick !!!!!
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Establish objectives for the proposed project
• What would you like the end result to be?• How would things be different from now at the
conclusion of the project?• Ideally, what three things must be accomplished?• What are the business outcomes?• How would you like to be known as a result of this
project?• What must be changed, fixed, or improved the
most?
` Proposal Formation
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• Situation Appraisal:Open with your understanding of the client’s current
condition and why the proposal has been sought.
Focus on the problem or improvement you offer.
• Objectives: Our objectives for this project include:
4 or 5 bullet points objectives emanating directly from previous conversations with prospect.
• Measure of Success: Our metrics will include:
4-5 bullet points reporting on successes
• Value to the Organisation: The value to ?????? will include:
What have they told you they want?
` Proposal Delivery
How are they better?
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A proposal must offer options:Option 1:
Option 2:
Option 3:
“If you reduce price without reducing value, the buyer will merely keep pushing, wondering how low you can go. If the discussion is about price and not about value, you have lost control of the discussion”
Andrew Keogh
` Proposal Options
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`Cake or Worm?
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“A gossip talks about others,
a bore talks about himself,
a salesman talks about his product,
and a brilliant conversationalist talks
about you.”
- Andrew Keogh
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• Sermons (churches empty)
• Sales Presentations (no one wants to be sold to!)
• Pitches/Presentations (majority uninteresting)
Stop Delivering!
`The Aristo Philosophy
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Aristo promotes the art of extendedconversation.
Have a conversation, be it with
1, 5, 50 or 500 people.
`The Aristo Philosophy
Start Having a Conversation
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web:
www.aristo.ie
email:
http://ie.linkedin.com/in/andrewkeogharisto
phone:
01 8208552
twitter:
@aristoc2g
`My Contact Details
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Welcome to Venue
Andrew Keogh Aristo