Our focus is develop IT Presales mindset. You'll learn more about the Presales role, why it's one of the best roles in current scenario and what potential career paths are available to you in Presales. It will allow you to intentionally and confidently enter the profession with the knowledge and skills you need to be successful.
Module 1 - An Introduction to Pre-Sales, Bid Process & its need to the organization
Session 1: Introduction of Presales & Bid Management
This module outlines basics of bid management, presales and various terminologies (jargons) in a professional environment. The learning objective of this module includes:
· Why Bidding Is Required? And What Drives A “Buyer” To Invite Bidders?
· Detailed Description of The Terminologies and The Thin Line of Difference.
· The Pre-Bid Scenario.
· An Overview Of “Buyer’s” Procurement Department.
· Various Types of Proposals and Assessing the Difficulty Level in Responding To Each.
Session 2: Introduction of Bidding Process
This Sub-Module Will Help Understand the Circumstances Of “Bid” / “No-Bid” Decision Taken by A Bidder. This Will Also Outline the Short-Listing Process Of “Buyers” To Invite Prospecting Bidders.
· Learning Objectives Include:
· Key Questions to Ask, Before the Decision to Bid or Not.
· Assessing the Risks Involved in Bidding
· An Overview of Pre-Qualification Questionnaire (PPQ) Or Pre RFP-Requirements (PRR)
· Key Criteria “Buyer’s” Mostly Look In “Bidders”
Session 3: Need of Presales in Organizations
This module describes why a “Buyer” issues an RFP and why the “Seller” gets the invitation to bid. We will briefly discuss about the sales cycle (including collateral development) in an enterprise solution/services perspective. Sales and opportunity pipeline management.
· The road towards an RFP/Bid
· Overview of C-Level meeting documents
· Categories of marketing collaterals and their specific usage
o Examples of the most common and customized collaterals
· Sales funnel analysis
· After RFP to project sign-off (key activities)
· Orals and presentations
o Board room real life experience of orals meetings
· Pricing and price negotiations
· Introduction to e-Auction and actual bidding
· Service/solution provider transitions and key challenges
o Developing/Modifying project timeline (sample timeline analysis)
· Negotiating on transition costs
Module 2 – Bid Process, Planning, Management & Checklist
Session 1: Understanding the RFP
This sub-section will help you understand how to read and access an RFP. There will be a detailed discussion – with practical examples - of the aspects researching and attention to details, while planning the bid. Key components include the following:
· The art of reading an RFP with case discussions
· How to capture important information from the RFP/ITT
· Researching key information about the “Buyer” and its industry
· An overview of various researching tools
· Develop a checklist before you start writing
· Plan to prepare pre-bid questions for the “Buyer”
· Examples of key information missed in RFP and its impact
Session 2: Time Management and Identifying Stakeholders
Time management is an important part of the bid planning and preparing processes as most of the RFPs will have very short turnaround times. We will also discuss how to identify potential contributors to bid preparation and their required involvement. The various aspects of learning include:
· Identifying stakeholders – the bid preparation team.
· Task allocation to all the bid team
· How to prepare a bid response timeline? Why it is so important?
o Sample bid response timeline - real life example
· Identifying milestones and future meeting dates
· Plan thoroughly for writing Executive Summary and/or Cover Letter
· Section wise division of time for the RFP, as per the evaluation criteria
· Plan for delivery
· Must have – enough time for reviews and the “Big” final review.
Session 3: Designing the Response/Bid Template
This module will discuss about designing the bid template – the actual client facing document. We will also discuss about the key considerations and must have sections within any professional proposal. We will also touch upon the basics of bid formatting and consistency. Key points of discussion include:
· The golden rule to structure the response template
· Sections (at minimum) the “Buyer” expects in the bid
· The importance of cover page (and back cover) – first thing the “Buyer” visualizes
· How to generate a compelling table of contents?
· How to populate the RFP questions and its logical flow?
· Bid formatting in MS word, excel, and PowerPoint.
· Dos and Don’ts in the template design
· Template design exercise on live RFP
Module 3 – Getting Started with Proposal Writing – Proposal Submission & Post Submission Activities
Session 1: Kick-off to bid submission
This module will discuss about all aspects of writing the proposal document. How to gather content from the team and version control of the document. We will also discuss about the key challenges encountered and how to develop the proposal keeping in mind the submission to “Buyer”
· Basic research and identifying gaps to be filled
· Designing version control taxonomy and its importance
o Consequences of not versioning - practical examples
· Planning for the deadline in mind and reverse calculation
· The 3 most common types of bid submission – which effects proposal development
· Case discussion/examples of bid submission categories
· Kick off meeting and inviting attendees – Act as the moderator
· Key RFP points to brainstorm in the kick off meeting
Session 2: Writing The Bid Content
This module will discuss about responding to each and every questions/requirements of the RFP. We will discuss ways to make the responses not only compliant, but also strong and effective. Key discussion items include:
· Creating a storyline and weaving it across the proposal
· The impact of graphic elements – charts, diagrams, images, callouts, pull quotes etc.
· Effective use of various heading styles and its impact
· Put yourself in the shoes of the “Buyer”
· When, and when not, to include marketing materials
· The critical matrix – feature, benefits, and differentiators
· Examples of developing the matrix:
· What is the difference between stated and implied needs of the requirements?
Session 3 : How to Create Winning Executive Summary
This module will discuss about the skill sets required effective write a winning executive summary. It also outlines the importance of executive summary as the game changer. The various learning aspects include:
· Most often, the only part an economic decision maker reads
· At what stage the summary should be drafted in the proposal development process?
· A compelling reason to read the following 50 pages
· What salutation your summary provides and its impact?
· The 5 secrets of a winning executive summary
· The concept of value proposition (how it differs from your differentiators)
· Examples of winning executive summaries
· Examples of bad executive summaries
· Key sections within the summary
· Cover letters/Transmittal letter and how it is different from executive summary
Module 4 – Case Studies & Evaluation
Session 1 : Case Studies, Evaluation and Certificate Distribution
· Case Studies
· Group Presentation & Evaluation
· Certification
· Feedback and Closing
