Comments on: Strategy in Short-listed Presentations http://www.revenue-iq.com/2009/10/17/strategy-in-presentations/ Fri, 03 Feb 2012 22:11:18 +0000 hourly 1 By: Chris Arlen http://www.revenue-iq.com/2009/10/17/strategy-in-presentations/comment-page-1/#comment-900 Chris Arlen Tue, 27 Oct 2009 14:01:35 +0000 http://www.serviceperformance.com/blog/?p=1096#comment-900 Good insight. IIntroductory presentations should be about a supplier presenting their qualifications. The goal is to be placed on the bid list for the future RFP. In that situation, the topics you've listed make sense. When suppliers have already submitted their proposal (they've already made the buyer's short-list) then there are specific questions decision makers have. Not all decision makers are clear on what those questions are, even to themselves. And that's what makes the supplier's job a little more challenging. They must begin a conversation with the decision makers and through it, lead them to reveal what it is they want to know. At the same time covering their most important competitive advantages. Thanks Good insight. IIntroductory presentations should be about a supplier presenting their qualifications. The goal is to be placed on the bid list for the future RFP. In that situation, the topics you’ve listed make sense.

When suppliers have already submitted their proposal (they’ve already made the buyer’s short-list) then there are specific questions decision makers have. Not all decision makers are clear on what those questions are, even to themselves.

And that’s what makes the supplier’s job a little more challenging. They must begin a conversation with the decision makers and through it, lead them to reveal what it is they want to know. At the same time covering their most important competitive advantages.

Thanks

]]> By: rsegura http://www.revenue-iq.com/2009/10/17/strategy-in-presentations/comment-page-1/#comment-899 rsegura Tue, 20 Oct 2009 00:45:38 +0000 http://www.serviceperformance.com/blog/?p=1096#comment-899 Great topic Chris. Let me give you the customers perspective. To many time presentations are not thought out. In most case information on the company has already been submitted, and it is this information that usually determines who makes the presentation. It would be nice, in fact the prospect should provide points of concentration: CUSTOMER SATISFACTION PROGRAM SUSTAINABILITY PROGRAM TRANSITION PROGRAM USE OF LATEST TECHNOLOGIES The above points would be points that are issues of concern. Putting yourself in the place of the customer will assist you in what to concentrate on. I am not one to interact during these presentations, remember you are the experts! From your experience and knowledge of the cleaning segment (COlleg/Hospital/...) what has your compnay developed to satisfy your customers. The ability to to present uniqueness, creativity and knowledge of your industry will separate you from the rest. The prospect knows the you cannot be to specific, because of having not yet received the rfp, but certainly they can distinguish between a cleaning expert and a sales pitch. Great topic Chris. Let me give you the customers perspective. To many time presentations are not thought out. In most case information on the company has already been submitted, and it is this information that usually determines who makes the presentation.

It would be nice, in fact the prospect should provide points of concentration:

CUSTOMER SATISFACTION PROGRAM
SUSTAINABILITY PROGRAM
TRANSITION PROGRAM
USE OF LATEST TECHNOLOGIES

The above points would be points that are issues of concern. Putting yourself in the place of the customer will assist you in what to concentrate on.

I am not one to interact during these presentations, remember you are the experts! From your experience and knowledge of the cleaning segment (COlleg/Hospital/…) what has your compnay developed to satisfy your customers.

The ability to to present uniqueness, creativity and knowledge of your industry will separate you from the rest. The prospect knows the you cannot be to specific, because of having not yet received the rfp, but certainly they can distinguish between a cleaning expert and a sales pitch.

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