Using what youve got

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Using What Youve Got: Preparing for RFPs and ProposalsSara Willson-Thacker & Tricia PeckB2BCamp Summer 2013

Copyright 2013 AirWatch, LLC. All rights reserved. Proprietary & Confidential.

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When Procurement AttacksNew products and pioneering services make tasty targets:Commoditization happens fastContacts abdicate buyer statusConsultants appear out of nowhere

Copyright 2013 AirWatch, LLC. All rights reserved. Proprietary & Confidential.

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Prepare by Doing What Youre Already DoingAdd more value to current info and activitiesAcknowledge limited resourcesDont do more than you need toyet

Copyright 2013 AirWatch, LLC. All rights reserved. Proprietary & Confidential.

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Before You Get a RequestYou NeedAligned Sales & Marketing messaging, reality-checked by Delivery (Ops)You HaveApproval processes for website text & email templates, regular training for ALL, centrally stored competitive intel, etc.4Why? Because this.Proposal

Copyright 2013 AirWatch, LLC. All rights reserved. Proprietary & Confidential.

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Before You Get a RequestYou NeedAn honest assessment of:Buyer internal awarenessIndividual contact awarenessIndividual contact styleYou HaveA CRM tool where you note:Buyer stakeholder informationRelationships and conversationsInfo from additional resources (e.g., LinkedIn)5

Copyright 2013 AirWatch, LLC. All rights reserved. Proprietary & Confidential.

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Before You Get a RequestYou NeedReliable flow of information across the organizationKnow who knows whatShare, share, share! Be comfortable asking for input, information and ownershipYou Have6Market Demand and Feedback Solution and Customer FeedbackCompetitive Intel & Market ChatterMarket Positioning and Demand GenProspect Requests and ChallengesSolution Capabilities and Creative Options

Copyright 2013 AirWatch, LLC. All rights reserved. Proprietary & Confidential.

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Before You Get a RequestYou NeedSomeone to steer the shipTreat it like any other projectThink about candidates ahead of timeKnow your outsourcing options in a pinchYou HaveAwesome employeesKnown strengths and weaknessesCross-functional skillsCalm under pressure7

Copyright 2013 AirWatch, LLC. All rights reserved. Proprietary & Confidential.

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When You Get the RequestScope it deliverables, due date, teamClearly identify and support your designated proposal managerRemember your roles, balanced with creative contributionKeep your buyer/evaluator in mind technical, non-technicalDont forget all the work youve already doneDetermine and document who has the last red pen

Copyright 2013 AirWatch, LLC. All rights reserved. Proprietary & Confidential.

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My Unofficial Minimum SLASay you more than weAnswer each question, and answer it directlyCorollary: Get to the yes as quickly as you canCorollary: Dont be afraid of the roadmapShow, dont (just) tellNever, never, never lie

Copyright 2013 AirWatch, LLC. All rights reserved. Proprietary & Confidential.

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Dont Forget the Follow-upYes, have a debriefAssess internal process, communication, contentRevisit what you thought you knew about your buyerLook at the bigger picture: Was this a one-off? The beginning of a trend? The emergence of a consultant?Understand the situation before you take further action so you dont waste time, resources or moneyStay in touch with the customer, ask for feedback

Copyright 2013 AirWatch, LLC. All rights reserved. Proprietary & Confidential.

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